8 Attraction and Close Relationships(2)

8 Attraction and Close Relationships(2) - Attraction and...

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Attraction and Close Relationships Professor Jamie Gorman Doctoral Candidate Rutgers University at Newark Smith Hall Room 113 Gormanj@psychology.rutgers.edu
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What Influences which Route We Take? (continued) Many factors come together to determine which audience will be more or less open to persuasion
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Cultural Differences in Persuasion Verbal or non-verbal messages differ across cultures People from collectivist cultures are more likely to go along with the group This is not an absolute, however! People from individualistic cultures actually value straying from the group Uniqueness has different meaning and value across cultures
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Cialdini’s Six Weapons of Influence Reciprocation Repaying an act in order to avoid feeling indebted
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Cialdini’s Six Weapons of Influence (continued) Commitment and consistency Procuring a commitment creates obligation A person will then act in a way is consistent with that commitment
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Asking a person to RSVP to an event is a way of using commitment and consistency as a persuasive technique.
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Cialdini’s Six Weapons of Influence (continued) Social proof Following others’ actions as an indication of what is true or right “The bandwagon effect"
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Cialdini’s Six Weapons of Influence (continued) Liking We generally say "yes" to people we like and "no" to people we don’t Have you ever refused to buy something you needed because the salesperson was rude? Have you ever bought something you didn’t need because the salesperson was friendly and polite?
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Cialdini’s Six Weapons of Influence (continued) Authority We tend to do what people in authority positions want, even if it is only perceived authority
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Cialdini’s Six Weapons of Influence (continued) Scarcity People want what they (think) they can’t have “Limited time offer!" “Buy now before it’s too late!" “Hurry, this offer won’t last!" Have you ever heard the saying "nobody wants to eat in an empty restaurant?"
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How Does the New Store at the Mall Get You in Its Pocket
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What does Research tell Us about Resisting Persuasion Tactics? Forewarning Being informed ahead of time that an attempt to persuade is coming Allows us to "steel our defenses" Reactance People do not like to feel "forced" into an action or a way of thinking
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Alpha and Omega Strategies Alpha strategies Persuade by increasing approach forces Omega strategies Persuade by decreasing avoidance forces When approach forces are greater than avoidance forces – movement toward goal
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Alpha Strategies Make messages more persuasive Strong arguments that compel action Add incentives Increase source credibility Provide consensus information
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Omega Strategies Sidestep resistance Redefine the relationship Depersonalize the interaction Minimize the request Use comparison that makes original offer look more attractive Push the choice into the future
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This note was uploaded on 01/11/2012 for the course PSYCH 21:830:335 taught by Professor Jamiegordon during the Summer '11 term at Rutgers.

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8 Attraction and Close Relationships(2) - Attraction and...

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