Chapter 2.8 The Ins and Outs of Social Influence PDF

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An online course taken at the website Coursera, with professor Scott Plous this is a lecture notes on the course Social Psychology....

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Chapter 2.8: The Ins and Outs of Social Influence For instance, research suggests that people are more likely to do something when you get them to imagine doing it or to predict that they'll do it in the future (say, voting in an upcoming election). Other research has found that mentioning your name before making a request can increase the chances that the other person will say yes by 50 to 100%— something as simple as "Hi, my name is Scott, and I'm wondering whether you might do me a small favor?" Engaging people in a dialogue also leads to greater compliance with a request, presumably because dialogue resembles friendship more than a monologue does. The idea is to talk with people rather than at people. I'd like to focus on three of the most famous techniques: first, the foot-in-the-door technique; second, the door-in-the-face technique; and third, the low-ball technique,

SUMMARY: Low-ball technique - this social influence technique involves only one request (e.g., to participate in an experiment on thinking processes), but the cost of complying is increased after people say yes. Foot-in-the-door technique involves a small request followed by a larger request Door-in-the-face technique involves a large request followed by a smaller request....