11-18-10 - Social Influences

11-18-10 - Social Influences - Psych 111 November 18, 2010...

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Psych 111 November 18, 2010 Social Influences Compliance phenomenon- getting people to do what you want them to do Punishment is not an element You have to persuade/convince people that its in their best interest to do what you want them to do People who use this in their careers: politicians, salespersons Factors that influence the willingness to comply: -Status of the requestor -number of requestors -proximity of requestor(s) -being alone (all these imply a sense of a negative outcome) Methods for obtaining compliance: Cialdini- studied Car salesmen…they all make use of congnitive dissonance (makes you feel uncomfortable) Four walls technique: “traps people”, puts someone in cognitive dissonance; ex: encyclopedia salesmen and mom-if you don’t buy the encyclopedias you are a bad mom Low ball technique: you get someone to agree to buy something at a certain price- then they increase the price, people become more sure of a decision after they make it Foot-in-the-door technique: makes a small request and then follows it with a larger request
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This note was uploaded on 12/15/2010 for the course PSYCH 111 taught by Professor Jo during the Spring '10 term at Binghamton University.

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11-18-10 - Social Influences - Psych 111 November 18, 2010...

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