Chapter 3 Summary - Cialdini
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Chapter 3 Summary - Cialdini

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Questions and Answers

Why is consistency valued in society according to the text?

  • It provides a beneficial approach to daily life. (correct)
  • It allows individuals to process all relevant information in future similar situations.
  • It has a negative impact on public image.
  • It leads to complexity in modern existence.

    • What is the main idea behind inducing an initial commitment to secure compliance?

  • To make people more willing to agree to future requests consistent with the initial commitment. (correct)
  • To reduce the need to process relevant information.
  • To publicly shame individuals into compliance.
  • To force people into taking a stand or position.

    • Which of the following is NOT mentioned as a characteristic of effective commitments for producing consistent future action?

  • Active
  • Effortful
  • Public
  • Coerced (correct)

    • In what way does consistency function as a shortcut in modern existence?

    <p>By simplifying decision-making through recalling earlier decisions.</p> Signup and view all the answers

    Why do compliance professionals try to induce an initial commitment that is consistent with future behavior they will request?

    <p>To leverage the desire for consistency and increase willingness to comply.</p> Signup and view all the answers

    What role does an initial commitment play in securing compliance according to the text?

    <p>It makes people more open to agreeing with future requests aligned with the initial commitment.</p> Signup and view all the answers

    What phenomenon explains the effectiveness of deceptive compliance practices such as 'throwing the low-ball'?

    <p>The self-perpetuating nature of commitment decisions</p> Signup and view all the answers

    What signals should individuals listen for to resist undue influence on compliance decisions?

    <p>Signals from the stomach and heart of hearts</p> Signup and view all the answers

    In what circumstances should an individual explain that compliance would constitute 'foolish consistency'?

    <p>When they are being pressured to agree to requests they don't want to perform</p> Signup and view all the answers

    Why should individuals ask themselves 'Knowing what I know, if I could go back in time, would I make the same commitment?'

    <p>To evaluate the impact of commitment and consistency pressures</p> Signup and view all the answers

    Who are commitment and consistency tactics likely to work especially well on, according to the text?

    <p>Members of individualistic societies, especially those over 50 years old</p> Signup and view all the answers

    What should individuals rely on when employing 'heart-of-heart signs' according to the passage?

    <p>Flash of feeling registered as the first answer that comes to mind</p> Signup and view all the answers

    Study Notes

    Commitment and Consistency

    • Commitment decisions, even if erroneous, can be self-perpetuating and "grow their own legs" due to people adding new reasons to support their initial decisions.
    • This phenomenon leads to commitments remaining in effect long after the initial conditions have changed.

    Recognizing Undue Influence

    • To recognize and resist consistency pressures, listen to signals from two internal sources: stomach and heart of hearts.
    • Stomach signs appear when you feel pressured to agree to requests you don't want to perform.
    • Heart-of-heart signs are used when it's unclear if an initial commitment was wrong; ask yourself if, knowing what you know now, you would make the same commitment.

    Effectiveness of Commitment and Consistency Tactics

    • These tactics are more effective on individuals from individualistic societies, particularly those over 50 years old.
    • People have a desire to be consistent in their words, beliefs, attitudes, and deeds due to societal values, daily benefits, and complexity shortcuts.

    Key Factors in Commitments

    • Securing an initial commitment is crucial in compliance.
    • Commitments are more effective when they are active, public, effortful, and viewed as internally motivated (uncoerced).
    • People are more willing to agree to requests that align with their prior commitments.

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    Description

    Explore the concept of consistency in behavior as recognized by psychologists and its importance in daily life. Learn about the three sources feeding the desire for personal consistency and its role in navigating the complexities of modern existence.

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