Project 2

Transcript

00:00

Persuasion

00:06

- Behave in a certain way 

00:08

- Make a particular decision

00:09

-Purchase a specific product 

00:13

Family members

00:13

Friends

00:13

Teachers 

00:13

Salespeople

00:13

Coworkers

00:26

What produces effective persuasion? 

00:33

Foot-In-The-Door

00:34

Door-In-The-Face

00:35

Lowball

00:39

Foot-In-The-Door

00:43

- Convincing someone to accept a large request by having them agree to a smaller request first.

00:47

Example: Asking someone to lend you a small amount of money  and, later on, asking for a large sum of money

00:57

Door-In-The-Face

00:57

- A more reasonable target request is presented immediately after an extreme initial request to enhance compliance. Rejection of the initial request makes people more likely to accept the target request rather than being presented independently.

01:16

Example: Asking for an excessive amount of money and later asking for a smaller amount making it seem more reasonable.

01:27

Lowball

01:29

- This is when you first get the individual you are trying to persuade to first agree to a request and then disclose its hidden costs. Compliance with this request is greater now than if the costs were made clear from the start.

01:40

Example: When a salesperson is trying to sell a car, they might initially tell you the car costs 15,000 . . . after the customer agrees to buy the car, the salesperson would raise the price to 20,000.

01:49

02:33

American Psychological Association. (n.d.). Apa Dictionary of Psychology. American Psychological Association. https://dictionary.apa.org/door-in-the-face-technique

02:33

Sources

02:33

Waude, A. (2017, January 13). Foot-in-the-door as a persuasive technique. Psychologist World. https://www.psychologistworld.com/behavior/compliance/strategies/foot-in-door-technique

02:33

Take online courses. earn college credit. Research Schools, Degrees & Careers. Study.com | Take Online Courses. Earn College Credit. Research Schools, Degrees & Careers. (n.d.). https://study.com/academy/lesson/low-balling- technique-in-psychology-definition-lesson-quiz.html#:~:text=A%20classic%20example%20of%20low,and%20colleague s%20in%20the%201970s.

02:33

Kendra Cherry, Mse. (2020, May 15). A quick guide to becoming a master of persuasion. Verywell Mind. https://www.verywellmind.com/how-to-become-a-master-of-persuasion-2795901