Class 4 - PersuasionClass#4 16:01 Recap FAPs are powerful...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
Persuasion Class #4 16:01 Recap FAPs are powerful automatic reactions to stimuli We can observe FAPs at work in persuasive communication Examples include the principle of perceptual contrast and the norm of reciprocity Both of those principles are viable expression …. Interesting “side effects” of DITF DITF actually increases the likelihood that people will carry out the behavior not just say “yes” DITF seems to make people feel ownership for the agreement. (they feel like they exercised their right to say no) DITF appears to increase people’s overall satisfaction with the exchange (they are more happy and satisfied) DITF effects are more likely when it is the same person making both request. (if it’s the different people you don’t feel the connection and that the same person who gave something in) The nature of reciprocal concessions = when the persuader eases up a bit so do we. (but it is difficult to tell the difference between sincere & premeditated
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 04/14/2011 for the course CMS 332K taught by Professor Dr.erindonovan-kicken during the Spring '11 term at University of Texas at Austin.

Page1 / 4

Class 4 - PersuasionClass#4 16:01 Recap FAPs are powerful...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online