Lecture 5 PSY220 Social Influence (2013) WHITE

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Unformatted text preview: ) •  Change in self- image (“I’m the kind of person who . . . “) Foot in the Door •  The influencer begins with a small request (to which most people agree) and then follows it up with a larger request Billboard Study •  California homeowners asked to place a large billboard in their front lawn Billboard Study •  Group 1 –  Asked if they would be willing to have a large billboard sign on their lawn that said “Drive Carefully” •  Group 2 –  IniGally asked to display a 3- inch sign in their home window that read “be a safe driver” –  Then asked if they would put up the large billboard Billboard Study 0.8 0.7 0.6 0.5 0.4 0.3 0.2 0.1 0 No Initial Request Small Request First Principle 3 Liking We prefer to comply with the requests of people we know and like than with the requests of strangers Joe Girard •  Sells cars in Detroit & earns over $200,000/yr •  Sells an average of five cars and trucks each day •  “Greatest Ca...
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