PSYCH 2C03 Lecture Notes - Lecture 9: Car Dealership, Small Favor
13 Sep 2018
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Persuasion persuasive tactics changing others" behavior by ehploiting needs for consistency and reciprocation. Consistency normative pressure to appear (and be) consistent not to trust us. If we appear to always be changing our minds and attitudes, people tend. Eh. if someone running for election is inconsistent, he probably won"t win of consistency. If we feel someone is being inconsistent, they will try to regain a sense. Get a commitment from someone and they will follow through. Reciprocation evolutionary and normative pressures to reciprocate favors, do someone a favor, and they must do one for you consistency-based tactics 1. Change the terms of the deal after commitment (eh. make price more ehpensive) Cialdini et al: iv: low-ball vs. control o dv: % willing to participate o subjects asked to do study at 7am, said no o subjects asked to do study any day, said sure, then researcher said it"d be at 7am.
