Podcast
Questions and Answers
What emotional response results from inconsistency between attitudes and actions?
What emotional response results from inconsistency between attitudes and actions?
- Cognitive dissonance (correct)
- Social acceptance
- Motivational drive
- Emotional stability
Which technique is NOT based on the principle of commitment and consistency?
Which technique is NOT based on the principle of commitment and consistency?
- Social proof technique (correct)
- Low-ball technique
- Foot-in-the-door technique
- Bait-and-switch technique
How does making a public commitment affect personal influence?
How does making a public commitment affect personal influence?
- It increases the likelihood of being influenced by others
- It decreases the obligation to follow through
- It makes the individual less susceptible to external pressures (correct)
- It makes the commitment less binding
What principle illustrates the idea of 'if you take care of me, I will take care of you'?
What principle illustrates the idea of 'if you take care of me, I will take care of you'?
Which scenario might indicate that someone was tricked into making a commitment?
Which scenario might indicate that someone was tricked into making a commitment?
What is a common emotional response when someone cannot reciprocate a favor?
What is a common emotional response when someone cannot reciprocate a favor?
What effect does performing a small request have on subsequent larger requests?
What effect does performing a small request have on subsequent larger requests?
What could be a potential personal cost of behaving inconsistently with commitments?
What could be a potential personal cost of behaving inconsistently with commitments?
What is the purpose of starting with an exaggerated request in the door-in-the-face technique?
What is the purpose of starting with an exaggerated request in the door-in-the-face technique?
Which of the following best describes the door-in-the-face technique?
Which of the following best describes the door-in-the-face technique?
What is a critical factor for the door-in-the-face technique to be effective?
What is a critical factor for the door-in-the-face technique to be effective?
When does the door-in-the-face technique fail to work?
When does the door-in-the-face technique fail to work?
What is the primary principle underlying the that’s-not-all technique?
What is the primary principle underlying the that’s-not-all technique?
How does the door-in-the-face technique leverage the principle of reciprocity?
How does the door-in-the-face technique leverage the principle of reciprocity?
Which of the following techniques is opposite to the door-in-the-face technique?
Which of the following techniques is opposite to the door-in-the-face technique?
Which of the following best describes the sequence of actions in the that’s-not-all technique?
Which of the following best describes the sequence of actions in the that’s-not-all technique?
How do discounts or bonuses influence compliance in the that’s-not-all technique?
How do discounts or bonuses influence compliance in the that’s-not-all technique?
In what context is the door-in-the-face technique often utilized?
In what context is the door-in-the-face technique often utilized?
According to the concept of reciprocity, what feeling often arises when individuals fail to reciprocate?
According to the concept of reciprocity, what feeling often arises when individuals fail to reciprocate?
What psychological mechanism underlies the effectiveness of the door-in-the-face technique?
What psychological mechanism underlies the effectiveness of the door-in-the-face technique?
What element of human behavior does the principle of reciprocation tap into?
What element of human behavior does the principle of reciprocation tap into?
What cultural principle is referenced in relation to the value of reciprocation?
What cultural principle is referenced in relation to the value of reciprocation?
What is a potential negative outcome of the principle of reciprocation?
What is a potential negative outcome of the principle of reciprocation?
How might unscrupulous salespeople exploit the principle of reciprocation?
How might unscrupulous salespeople exploit the principle of reciprocation?
What is a suggested reason for purchasing an item?
What is a suggested reason for purchasing an item?
What is the primary goal of techniques that disrupt attention in a retail context?
What is the primary goal of techniques that disrupt attention in a retail context?
Which of the following exemplifies the pique technique?
Which of the following exemplifies the pique technique?
Why do people often ignore beggars when they approach their vehicles?
Why do people often ignore beggars when they approach their vehicles?
What effect does the pique technique aim to achieve in regards to the audience?
What effect does the pique technique aim to achieve in regards to the audience?
What is a common method used by beggars to capture drivers' attention?
What is a common method used by beggars to capture drivers' attention?
When might influencers prefer to disrupt attention instead of capturing it?
When might influencers prefer to disrupt attention instead of capturing it?
What might a beggar do to piqué a driver's interest according to the content provided?
What might a beggar do to piqué a driver's interest according to the content provided?
What effect does repeated exposure to advertisements generally have on individuals with a neutral or positive initial response?
What effect does repeated exposure to advertisements generally have on individuals with a neutral or positive initial response?
What is advertisement wear-out?
What is advertisement wear-out?
How can advertisers avoid the negative effects of advertisement wear-out?
How can advertisers avoid the negative effects of advertisement wear-out?
Which statement accurately describes the relationship between initial attitudes and repeated exposure?
Which statement accurately describes the relationship between initial attitudes and repeated exposure?
What could possibly be an exaggerated concern within the advertising industry?
What could possibly be an exaggerated concern within the advertising industry?
When parents repeatedly remind their children about tasks, what can occur if it is too frequent?
When parents repeatedly remind their children about tasks, what can occur if it is too frequent?
What is a potential implication of the mere exposure effect in advertising?
What is a potential implication of the mere exposure effect in advertising?
What is one challenge faced by advertisers regarding their audience's perception?
What is one challenge faced by advertisers regarding their audience's perception?
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Study Notes
Commitment and Consistency
- People often behave consistently with prior commitments.
- This principle stems from a sense of obligation.
- Freely made commitments lead to stronger obligations.
- Inconsistency can lead to cognitive dissonance or social rejection.
- Resist influence by publicly committing to your position.
Reciprocation
- Reciprocity: The principle of "you scratch my back, I'll scratch yours."
- It is a fundamental aspect of human nature and cultural interactions.
- People feel obligated to reciprocate favors.
- Door-in-the-face technique: Start with an extreme request, then retreat to a smaller, more reasonable one.
- The perceived concession creates an obligation to reciprocate.
- That’s-not-all technique: Initially offer a high price, then add bonuses or discounts to sweeten the deal.
- The additional offers create a sense of obligation to reciprocate.
- Reciprocity is a powerful tool for influence, but it can be exploited by unscrupulous individuals.
Capturing and Disrupting Attention
- Pique technique: Capture attention by presenting something novel, unexpected or unusual.
- Repetition: Repeated exposure can increase persuasiveness, but too much repetition can lead to "wear-out".
- Repetition with variation: Repeat the same message but in different forms to prevent wear-out.
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