Abnormal

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Outline


Influence Techniques of Influence Persuasion Resisting persuasion

friendly Influence and Persuasion

Figure 7.2: The Chameleon Effect
Informational
We ask to be

Normative
We dont want to be

From Psychology, 3rd Edition by Saul Kassin. copyright © 1997. Reprinted by permission of Prentice-Hall, Inc., Upper Saddle River, NJ.

Figure 8.2: A Classic Case of Suggestibility
Asch study

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How to Get What You Want
cloistered acceptance Public compliance Pluralistic ignorance laced to fealty and Consistency The Foot in the Door Low-Balling

Bait and worst technique

Freedman and Fraser Foot in the door
60

Cialdini et al Low balling

60
50

50
40 percentage That 30 Complied 20 10

40 Percent That 30 Volunteered 20 10

0 Intrusive Only Initial, then Intrusive

0 Told 7 a.m. First Told 7 a.m. Later

Request Made

How to Get What You Want
Tied to Reciprocation The Door in the Face Thats not All

Cialdini et al Door in the Face
50 40 Percent That Agreed 30 20 10 0 certain Request Only After Declining Initial Request

Willing to stick Delinquents to the Zoo?

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Burger et al thats not all
80 70 60 50 Sales 40 30 20 10 0 $1.00 Reduced to $1.



00 expense of Cupcakes

How to Get What You Want
Tied to Scarcity
Limited-number technique Fast-approaching-deadline technique

Tied to capturing and disrupting attention
Pique technique Disrupt-then-reframe

Persuasion


Source
Think of celebrity spokespeople Credibility

Who What And to Whom?

Source
Credibility
Expertise Trustworthiness

The Message


Emotions


Fear Humor/ broad(a) mood



Similarity Physical attractiveness

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The Message
Stealing Thunder
hold away the power by telling the negative

The Message
Repetition
If they like it, goodish thing If they hate it, really bad thing Advertisement...If you want to get a full essay, order it on our website: Orderessay



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