Card Set Information
Persuasion Compliance Gaining Exam Study Guide
Persuasion Compliance Gaining Test2
What is Foot in the Door? And why does it work?
When someone makes a small request and then asks for a larger one. It works because
Bem's self-perception theory; You use your behavior to infer your attitude; "I helped, therefore I am altruistic, so I must help more"
When does Foot in the Door work?
size of the initial request isn't too large
When the request is not self-serving - the
of the request.
When the external
incentives are at a minimum
More likely to comply when 2nd request is made by someone else.
Labeling - if labeled good/helpful, you comply.
Preference for consistency
Self-concept clarity - if hi self-concept, more persuadable.
What is Foot in the Mouth? And why does it work?
When asked how you're doing today, and answer "great" - more likely to comply. It works because:
People feel committed to their original statements and feel a need to follow through.
It works for Charitable Donations.
What is Door in the Face? And why does it work?
When a large request is made, rejected, then followed by a smaller one. It works because:
The 2nd request is more manageable in contrast to the first request;
perceptual contrast effect
When someone makes a concession, ppl feel obligated to also make a concession;
A concern for ext. negative perception if rejected;
Internal need to comply after initial rejection;
To reduce guilt by complying to 2nd request;
What are the 5 factors in determining how effective DITF is? (When does DITF work?)
1. Size of the request
2. Prosocialness of the request
3. Timing in between the requests
4. Stability of the requestor
5. Who answers the door
What are the 5 bases of power?
Power (e.g., promotions or raises)
Power (e.g., role model) you attribute power to the role model.
Power (e.g., write-ups, firing)
Power (e.g., doctors and lawyers)
Power (e.g., ranking officer) found in
a structure, like a loan servicer saying that you’ll default on your mortgage if you don’t make payments. A Teacher can have legitimate power.
What are the Secondary goals according to the
1. Identity goals - concerned w/ maintaining one's moral standards and principles for living.
2. Interaction goals - concerned with creating a good impression and behaving in appropriate ways.
3. Resource goals - concerned w/ maintaining a relationship & increasing personal rewards.
4. Arousal goals - concerned w/ maintaining levels of arousal within a manageable range.
What are the 5 roots of compliance gaining?
1. Rewarding activity - "the carrot"
2. Punishing activity - "the stick"
4. Activation of Impersonal Committments - appeals to internalized committments. Making rcvr worry about their self-image.
5. Activation of Personal Committments - appeals to external committments to others.