PSYCH 1X03 Chapter 10: Influence of others-final readings psych

• School: McMaster University
• Department: Psychology
• Course: PSYCH 1X03
• Professor: Joe Kim

Document Summary

Fear powerful persuader if elicited in moderate dose- too much- doubt credibility. Audience- academic- 2 sided: techniques in persuasion: Foot in the for- first get target to agree upfront- once committed more likely follow through. Low ball- agree to something small then escalate. Door in the face- ask something unreasonable then back to request- large request makes smaller one seem reasonable: spending money on needs compared to wants makes product more compelling - perceived need for telephone, music etc. Own luxury items desire- info about a persons wealth chinese gov made porsche sale more attractive by increased as2aqp\- advertising -prestige. Section 2:obedience and conformity: stanley milgram- teacher delivers electric shock and learner gets electrocuted but learner not shocked at all. Initial study 65% subjects administered final shocks uncomfortable not single refused to 300. Changed location: backstreet office- 48% went all the way non professor 20: people stro(cid:374)g desire to (cid:271)e polite, do(cid:374)"t like to (cid:272)ause pro(cid:271)le(cid:373)s ,