September_23

September_23 - COM 318 Continued from Mondy, September 21,...

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COM 318 23-Sep-09 Continued from Mondy, September 21, 2009. Conditions for DIF to work best The size of the initial request has to be large, but not ridiculous. The initial request has to be related to the second request. The request should be made by the same person. o Ex. You can’t go to a charity ball so instead you ask to just make a donation to the same charity. Pro-social requests will be more effective than those that benefit yourself The time that elapses between the requests has to be brief, not lengthy. Ideally, the receiver should be an “exchange-oriented person.” Why does it work? The Contrast Effect o Perceptual contrast makes second request look reasonable. i.e. Asking for a large amount of money first, then asking for a smaller, more reasonable amount The Norm of Reciprocity o If you make a concession by lowering your request, then the other person feels obligated to make a concession. Self-presentation theory
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September_23 - COM 318 Continued from Mondy, September 21,...

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