HC 11 - .pdf - HC 11 compliance and authority Compliance...

This preview shows page 1 - 2 out of 4 pages.

HC 11- compliance and authority Compliance Compliance: type of social influence that involves the act of responding favorably to a direct request from another person favor is niet gelijk aan wish Compliance: adjusting ones behavior because of an explicit or implicit request underlying principles 1.Liking:“she seems genuine and nice” 2.Commitment:“I’m committed to the cause” 3.Reciprocity:“she helped me so I should return favor” 4.Scarcity: “only one left” 5.Social validation: “everyone else is doing it”6.Authority: “he seems legitimate”There are always tactics based on mood 1.Negative state relief hypothesis: people engage in certain actions, such as agreeing to a request, in order to relieve negative feelings and to feel better about themselves2.Good mood prime happy thought inspirational appealsLeiderschap Leiderschap: the action of leading a group of people or an organization, or the ability to do this enkele personen grote invloed op veel mensen 1.Opinieleiders : tussenpersoon tussen groep mensen en massa media; specialist in een productcategorie gateeeper beheerst flow van info belangrijke rol in accpeteren van nieuwe producten en diensten 2.Market mavens: kennen en delen veel informatie over veel verschillende producten markt in het algemeen verzamelen info op verzoek 3.Salesmen

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture