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Unformatted text preview: goals *COMPLIANCE- Changes in behavior that are elicited by direct request *FOOT-IN-THE-DOOR TECHNIQUE- a two-step compliance technique in which an influencer sets the stage for the real request by first getting a person to comply with a much smaller request *LOW-BALLING- a two-step compliance technique in which the influencer secures agreement with a request but then increases the size of that request by revealing hidden costs *DOOR-IN-THE-FACE TECHNIQUE- A two-step compliance technique in which an influence prefaces the real request with one that is so large that it is rejected *THATS-NOT-ALL TECHNIQUE- a two-step compliance technique in which the influencer begins with an inflated request, then decreases its apparent size by offering a discount or bonus *OBIDIENCE- Behavior change produced by the commands of authority *SOCIAL IMPACT THEORY- the theory that social influence depends on the strength, immediacy, and number of source persons relative to target persons...
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- Winter '07