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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"
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When does Foot in the Door work?
- When the size of the initial request isn't too large.
- When the request is not self-serving - the Pro-socialness 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.
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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.
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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; reciprocal concessions
- A concern for ext. negative perception if rejected; Self-Presentation.
- Internal need to comply after initial rejection; Social responsibility
- To reduce guilt by complying to 2nd request; Guilt-based Account
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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
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What are the 5 bases of power?
- Reward Power (e.g., promotions or raises)
- Referent Power (e.g., role model) you attribute power to the role model.
- Coercive Power (e.g., write-ups, firing)
- Expert Power (e.g., doctors and lawyers)
- Legitimate 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.
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What are the Secondary goals according to the goals-plans-action theory?
- 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.
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What are the 5 roots of compliance gaining?
- 1. Rewarding activity - "the carrot"
- 2. Punishing activity - "the stick"
- 3. Expertise
- 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.
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