3-3 - COM 225 3-3-09 Sequential Influence Techniques...

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COM 225 3-3-09 Sequential Influence Techniques Description Sequential influence techniques are ways that people get others to do what they want by “setting them up” in a series of communicative “moves” They involve more than one conversational “move”; 2 stages Low Balling People are induced to make a decision to purchase an item, agreeing to purchase it, then… They are informed that the lower price they agreed to can’t be offered Low-balled customers comply at a significantly higher rate than those who simply are offered the higher price It holds across people and situations and is very effective but is pretty immune from size and time Foot in the Door A person gets a target to comply with a small request, then… The person attempts to get the target to comply with a large request Door in the Face It is the mirror of FITD A person tries to get a target to comply with a huge request, then The person attempts to get the target to comply with a smaller request
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This note was uploaded on 05/04/2009 for the course COM 225 taught by Professor Morrison during the Spring '08 term at Michigan State University.

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3-3 - COM 225 3-3-09 Sequential Influence Techniques...

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