Persuasion Exam 3

Mental shortcuts used for quick decision-making.

People analyze information thoroughly when they are motivated and able.

Experience and perceived expertise.

We should repay others for what they've given us.

Start with a large request, then make a smaller one after rejection.

Society depends on reciprocation for stability and cooperation.

Giving candy increases positive feelings and obligation to reciprocate.

You don't know what they will expect in return, it creates obligation.

You might not get what you want.

When they have already persuaded themselves.

Asking for a small favor to get a larger one later.

Getting someone to agree and then increasing the amount of commitment.

Agreeing to something creates pressure to stay consistent.

Openness, challenging, liking, and spiritual connection.

It provides a shortcut for decision-making; we avoid standing out.

Clapping when others stand up and elevator etiquette.

Call out to a specific person.

The more people who agree with an idea, the more correct it seems.

Positive reactions make us more likely to comply.

We trust attractive people more due to the halo effect.

Authority endorses trust in product or service, reducing need for analysis.

When someone takes away a previously experienced choice, resulting in a need to rebel.

Information does not automatically equate to knowledge.