PS270 Lecture Notes - Lecture 10: Christmas Card, Social Proof, Muscle Tone
Document Summary
Research strategy: field research, participant observation, seeking general principles. 6 principles of influence: reciprocity, consistency, social proof, authority, liking, scarcity. Looked at the role of heuritstic processing (anecdotal evidence, parallels in non human behaviour, lander"s research on mindlessness) The basic principle, strategies based on the principle (start small strategies) You feel pressured into being consistent so you"ll agree to join the gym. Close the person in/build walls to enclose the person in the request. Christmas card example (people who got cards from random people felt compelled to send one back) We feel obligated to return a favour with a favour. The foot in the door technique (role of self perception, freedman and fraser study) The low ball technique, makes you find reasons yourself as to why the item is worth more and more and more (build legs of support ) Rule applies even to uninvited favours (begins with obligation to receive)
