COM 225 Chapter 9 - – Incidental Similarity Principles of Influence Authority – Clothing – Milgram’s Shock Machine • What percentage

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Goal Competence
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Overview Definitions Principles of Influence
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Definitions Influence Directive Persuasion Compliance Gaining Why ever persuade?
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Principles of Influence Reciprocity Pregiving Who do you not have to return favors to right away?
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Principles of Influence Social Proof Smokey Room What percentage of the subjects reported the smoke? List Technique
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Principles of Influence Liking Attractive people Attitude similarity
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Unformatted text preview: – Incidental Similarity Principles of Influence Authority – Clothing – Milgram’s Shock Machine • What percentage would shock someone to death? Scarcity Principles of Influence Consistency – Cognitive Dissonance – How do you figure out if arousal is necessary? – Foot-in-the-door – Foot-in-the-mouth – Low-Ball Principles of Influence Confusion – Pique – Disrupt-then-reframe...
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This note was uploaded on 11/04/2009 for the course COM 225 taught by Professor Morrison during the Spring '08 term at Michigan State University.

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COM 225 Chapter 9 - – Incidental Similarity Principles of Influence Authority – Clothing – Milgram’s Shock Machine • What percentage

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