01:830:321 Lecture Notes - Lecture 1: Institute For Operations Research And The Management Sciences, Social Influence, Sport Utility Vehicle
23 Jul 2020
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Document Summary
Compliance : changes in behavior that are elicited by direct requests. People can be disarmed by the simple phasing of the request. Langer : responding mindlessly to words without fully processing the information that"s trying to be conveyed. Dictates that we treat others as they have treated us. Leads us to feel obligated to repay for acts of kindness, even when unsolicited. Sequential request strategies: foot in the door technique: Begins with a very small request, secures the agreement and then makes a separate larger request. Effective because of the self-perception theory and consistency. Ex: sam is completing a science project, which requires him to design and create a model of the solar system. He asks his mother, nora, to help him create a design for his project. Nora draws a sketch and gathers the supplies for sam. Sam then asks his mother to help him glue the pieces together, which she does.
