Psychology 3721F/G Study Guide - Final Guide: Psych, Public Health, Object-Oriented Software Engineering
13 Oct 2014
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Ways to reduce dissonance: change attitude, add consonant cognitions, reduce un chosen alternative/ enhance chosen one, alter importance of cognitions, suppress thoughts, alter behavior. Short delay between requests: low balling something offering at a given price, but then after agreement the price is increase, the person engages in post decisional dissonance, other compliance techniques, free gift (reciprocity) gift with no strings attaches increase likelihood of compliance, that"s not all purchase of product will be accompanied by additional product, fear then relief places recipient in state of fear, quickly eliminates it, and makes a pitch for targeted request, pique technique request is an unusual fashion, piquing targets curiosity, friendship/liking more likely to buy a product from someone they like, social validation to fit in an be part of the in crowd, scarcity technique more likely to buy when they are less available, use of authority and guilt.
