10 Questions
Which social influence strategy is being used in this scenario?
Door-in-the-face technique
What is the main characteristic of the door-in-the-face technique?
Making a large request first
Why did the person in the scenario agree to the second request?
They felt obligated to help
Why might a realtor mention other homeowners with larger mortgages?
To persuade you to buy a more expensive house
How can critical thinking be facilitated?
By being aware of the influence of comparitors
How can the influence of contrast effects be reduced?
By considering comparitors that are both worse and better than the event being judged
Which technique is described in the text as a highly effective persuasive strategy?
The door-in-the-face technique
What principle does the door-in-the-face technique depend on?
The principle of contrast
What is the relativity of perception described in the text?
Perception is influenced by the context of visual stimuli
What can extreme comparitors be used for in manipulating judgments?
To make judgments more extreme
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