Persuasion Test2

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Persuasion Test2
2012-03-27 19:58:47
Persuasion Compliance Gaining Exam Study Guide

Persuasion Compliance Gaining Test2
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  1. 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"
  2. 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.
  3. 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.
  4. 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
  5. 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
  6. 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.
  7. 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.
  8. 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.