Psychology: Commitment and Reciprocation Principles

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Questions and Answers

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?

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?

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'?

Reciprocity principle Signup and view all the answers

Which scenario might indicate that someone was tricked into making a commitment?

They would not make the same commitment if they knew what they know now Signup and view all the answers

What is a common emotional response when someone cannot reciprocate a favor?

Guilt Signup and view all the answers

What effect does performing a small request have on subsequent larger requests?

It facilitates greater compliance due to the commitment principle Signup and view all the answers

What could be a potential personal cost of behaving inconsistently with commitments?

Cognitive dissonance Signup and view all the answers

What is the purpose of starting with an exaggerated request in the door-in-the-face technique?

To make the smaller request seem like a concession. Signup and view all the answers

Which of the following best describes the door-in-the-face technique?

A negotiation tactic requiring extreme initial demands. Signup and view all the answers

What is a critical factor for the door-in-the-face technique to be effective?

Both requests must be made by the same person. Signup and view all the answers

When does the door-in-the-face technique fail to work?

When the first request is viewed as unreasonable. Signup and view all the answers

What is the primary principle underlying the that’s-not-all technique?

Reciprocity Signup and view all the answers

How does the door-in-the-face technique leverage the principle of reciprocity?

By ensuring that the second request feels like a favor. Signup and view all the answers

Which of the following techniques is opposite to the door-in-the-face technique?

Foot-in-the-door technique. Signup and view all the answers

Which of the following best describes the sequence of actions in the that’s-not-all technique?

An inflated request followed by a discount or bonus before response. Signup and view all the answers

How do discounts or bonuses influence compliance in the that’s-not-all technique?

They make the offer seem more desirable. Signup and view all the answers

In what context is the door-in-the-face technique often utilized?

Negotiations between labor and management. Signup and view all the answers

According to the concept of reciprocity, what feeling often arises when individuals fail to reciprocate?

Guilt Signup and view all the answers

What psychological mechanism underlies the effectiveness of the door-in-the-face technique?

The feeling of obligation to reciprocate a concession. Signup and view all the answers

What element of human behavior does the principle of reciprocation tap into?

The innate sense of obligation Signup and view all the answers

What cultural principle is referenced in relation to the value of reciprocation?

Ubuntu Signup and view all the answers

What is a potential negative outcome of the principle of reciprocation?

Feeling overwhelmed by social obligations Signup and view all the answers

How might unscrupulous salespeople exploit the principle of reciprocation?

By giving little and expecting significant returns. Signup and view all the answers

What is a suggested reason for purchasing an item?

Only if you truly want it Signup and view all the answers

What is the primary goal of techniques that disrupt attention in a retail context?

To distract consumers from poor arguments Signup and view all the answers

Which of the following exemplifies the pique technique?

Juggling balls to gain attention Signup and view all the answers

Why do people often ignore beggars when they approach their vehicles?

They have standard refusal scripts ready Signup and view all the answers

What effect does the pique technique aim to achieve in regards to the audience?

To capture their attention through novelty Signup and view all the answers

What is a common method used by beggars to capture drivers' attention?

Offering unexpected gifts to provoke interaction Signup and view all the answers

When might influencers prefer to disrupt attention instead of capturing it?

When their arguments lack convincing evidence Signup and view all the answers

What might a beggar do to piqué a driver's interest according to the content provided?

Press fingertip to mouth suggesting hunger Signup and view all the answers

What effect does repeated exposure to advertisements generally have on individuals with a neutral or positive initial response?

It enhances the persuasiveness of the message. Signup and view all the answers

What is advertisement wear-out?

A condition of boredom and irritation from overexposure to a specific advertisement. Signup and view all the answers

How can advertisers avoid the negative effects of advertisement wear-out?

By using repetition with variation in format. Signup and view all the answers

Which statement accurately describes the relationship between initial attitudes and repeated exposure?

Positive or neutral attitudes can become more positive with repetition. Signup and view all the answers

What could possibly be an exaggerated concern within the advertising industry?

The potential dangers of advertisement wear-out. Signup and view all the answers

When parents repeatedly remind their children about tasks, what can occur if it is too frequent?

The child begins to ignore the reminders. Signup and view all the answers

What is a potential implication of the mere exposure effect in advertising?

It may cause potential irritability towards ads. Signup and view all the answers

What is one challenge faced by advertisers regarding their audience's perception?

Resistance can build if ads are shown too frequently. Signup and view all the answers

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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Description

Explore the principles of commitment and reciprocation in social psychology. Learn how prior commitments influence behavior and the obligations created by reciprocal exchanges. Discover techniques for utilizing these principles effectively and ethically. Test your knowledge of these vital concepts!