COM 31800 Lecture Notes - Lecture 13: Social Proof, Shoplifting, Car Rental
7 Mar 2019
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Marwell & schmitt"s approach: developed a taxonomy of 16 different approaches (see 10. 1, ultimately 5 basic types of strategies (1)rewarding activity, seeking compliance in a active and positive way, typically viewed as socially acceptable, ex. If you clean your room, you"ll get an icecream cone. (2)punishing activity: seeking compliance in an explicitly negative way. Typically not viewed as socially acceptable: ex. If you don"t clean your room, you can"t go to the movies. : ex. If you don"t clean your room, i will extend your being grounded for another 2 weeks. (3)expertise: persuader has some special knowledge (to appear credible, typically viewed as socially acceptable. Using positive expertise (# 3: tell other they will benefit from complying with your request, ex. From my experience, people who keep their room. Using negative expertise (# 4) clean are more successful in life. : tell other they will be negatively affected if they don"t comply with your request, ex.
