Ch._1._Weapons

Ch._1._Weapons - Chapter 1 Weapons of Influence Click ,...

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Unformatted text preview: Chapter 1 Weapons of Influence Click , Whirr 1. Called fixed-action pattern. 2. Steps: a. Click- A single, usually reliable piece of information on which a decision may be made is presented. Called trigger feature. b. Whirr - A sequence of automatic behaviors that logically follow the decision. 3. Example: Photocopying machine a. What was the study concerned with? When we ask someone to do us a favor we will be more successful if we provide a reason. People like to have reasons for doing something. b. What were the experimental conditions/treatments of the study? 1) Excuse me, I have five pages. May I use the Xerox machine? 60% compliance. 2) Excuse me, I have five pages. May I use the Xerox machine because Im in a rush? 94% compliance. 3) Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? 93% compliance. Notice: No reason is given; the last phrase merely restates the request. c. Explanation for results? When we hear the word because we expect a reason to follow. We dont have to listen carefully beyond that point, since we know that a reason will be presented. We dont listen to the content; the form is all we need to make the decision to comply with the request. 4. Example: Indian jewelry in Arizona a. What principle does this example illustrate? Buyers with little knowledge of a product use the the principle: expensive =good. For example, people who want high quality jewelry will buy expensive jewelry. c. What is the Trigger? Expensive price. d. What is the explanation? Expensive = high quality; Inexpensive = poor quality 5. Example: Drubeck brothers. a. What did the brothers do? Sid pretended to be hard-of-hearing....
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Ch._1._Weapons - Chapter 1 Weapons of Influence Click ,...

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