Persuasion11ov - Source factors: Liking Liking Trigger...

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Source factors: Liking
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Liking Trigger feature fixed action sequence Liking compliance with request Example: Tupperware parties, Shakelee What will compliance professionals use to increase your liking of them?: physical attractiveness, similarity, compliments, cooperation, association
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Physical attractiveness
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Physical attractiveness Halo effect: kinder, intelligent, honest, warm, talented- higher liking More likely to comply with request: WHY? Pay more attention Reward value of interaction Associate attractive person with request Identify with attractive people Better speakers: self fulfilling prophecy
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Self fulfilling prophecy “attractive” “non-attractive” <--------------------- Phone conversation <--------------------- Phone conversation Independent judges rate conversations Blind to the assignment of condition
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Similarity We like people who are similar to us: reinforces our self concept Opinions, personality, traits, background
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This note was uploaded on 03/30/2008 for the course COM ARTS 368 taught by Professor Vanswol during the Spring '08 term at Wisconsin.

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Persuasion11ov - Source factors: Liking Liking Trigger...

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