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march 9 - Compliance Mindless conformity the use of...

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Compliance Mindless conformity : the use of heuristics Langer study : a “placebo reason” (can I use the copier now because I have to make copies?” increases compliance over no reason, and almost as much as a real reason “because I’m in a rush.” - Associations with positive mood -flattery works, even if you know it’s with bad intentions -wine and dine (restrictions on lobbyists) - Norm of reciprocity : if I do something for you, you will fill an obligation to do something in return. - As its own strategy : “soda study,” Hare Kroshna’s: more likely to buy raffle ticket for $5 if he bought you a soda Chaldini got duped by same thing where someone gave him gas, he let the guy borrow his car and it got totaled Chaldini again with Christians at airports with flowers: Christians gave peeps flowers so they would listen to them or something. Other example with ladies giving out free crackers at Giant groceries. They are more likely to buy the actual crackers if you give them a free sample.
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