Podcast
Questions and Answers
Which persuasion route relies heavily on presenting facts and reviews to influence someone's decision?
Which persuasion route relies heavily on presenting facts and reviews to influence someone's decision?
- Central Route Persuasion (correct)
- Door-in-the-Face Phenomenon
- Peripheral Route Persuasion
- Foot-in-the-Door Phenomenon
Which of these is an example of the Foot-in-the-Door Phenomenon?
Which of these is an example of the Foot-in-the-Door Phenomenon?
- A child asks for a cookie, then asks for a glass of milk
- A friend asks for a ride to the airport, then asks to borrow your car for a few hours
- A stranger asks for directions, then asks for a dollar
- A telemarketer starts by offering a free trial before requesting a purchase (correct)
Which of these scenarios best exemplifies the Door-in-the-Face Phenomenon?
Which of these scenarios best exemplifies the Door-in-the-Face Phenomenon?
- A student asks for help on a difficult assignment, then asks for a copy of the answers
- A customer agrees to a free trial of a product, then decides to purchase a full subscription
- A neighbor asks for a glass of water, then asks to use your phone
- A politician asks for a large donation, then suggests a smaller, more accessible donation (correct)
Which of these tactics is more likely to be effective in persuading someone to buy a new car?
Which of these tactics is more likely to be effective in persuading someone to buy a new car?
Which phenomenon relies on the principle of reciprocity?
Which phenomenon relies on the principle of reciprocity?
Flashcards
Door-in-the-Face Phenomenon
Door-in-the-Face Phenomenon
The tendency for people to comply with a smaller request after rejecting a larger one.
Foot-in-the-Door Phenomenon
Foot-in-the-Door Phenomenon
The tendency for people who first agree to a small request to later comply with a larger request.
Central Route Persuasion
Central Route Persuasion
Persuasion that involves carefully considering arguments and facts.
Peripheral Route Persuasion
Peripheral Route Persuasion
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Persuasion
Persuasion
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Study Notes
Social Influence
- Social influence refers to how people's thoughts, feelings, and behaviors are affected by others.
- Key concepts like the door-in-the-face phenomenon and the foot-in-the-door phenomenon are examples of this.
Door-in-the-Face Phenomenon
- People are more likely to agree to a smaller request after refusing a larger one.
- This technique leverages the feeling of guilt or obligation from rejecting a large request.
- Example: Asking for $1000, then following up with a smaller request for $25.
Foot-in-the-Door Phenomenon
- People who agree to a small request are more likely to comply with a larger one later.
- This method builds on gradual compliance.
- Example: First asking for a quarter, followed by a dollar, and eventually a larger sum of money.
Persuasion
- Persuasion involves influencing others' beliefs and actions through communication.
- It employs two main routes: central and peripheral.
Central Route Persuasion
- This approach uses logical arguments and evidence to support a point.
- Focuses on providing facts and reviews.
Peripheral Route Persuasion
- This technique often uses less substantive methods to persuade.
- Making an irrelevant association to gain persuasion, like targeting emotions instead of facts.
- Example: Promoting a hamburger by showcasing models eating it rather than focusing on the product's qualities.
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