Test 3 Interpersonal Influence

Question 1

what is compliance gaining

Answer 1

• persuasion, focus on changing attitudes to change behaviors
• compliance-gaining, attempt to induce behavior, regardless of person attitude

Question 2

what are the 6 Pillars of Interpersonal Influence

Answer 2

1. Reciprocity
2. Commitment & Consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity

Question 3

explain reciprocity

Answer 3

• First Pillar of Interpersonal Influence
• Gouldner’s “norm of reciprocity”
• must give back what we take

in action: the free sample

Question 4

explain commitment and consistency

Answer 4

• Second Pillar of Interpersonal Influence
• once we make choice/take stance will encounter personal/interpersonal pressure to behave consistent w/ commitment.
• consistency key: allow predict our behavior, behavior of others

in action: hazing

Question 5

what is a possible operating mechanism for commitment and consistency

Answer 5

dissonance, impression management, etc

Question 6

what is a possible operating mechanism for reciprocity

Answer 6

guilt

Question 7

explain social proof

Answer 7

• Third Pillar of Interpersonal Influence
• we view behavior as correct in given situation to the degree that we see others performing it
• esp important in high-uncertainty situation

in action: 50,000 Americans can’t be wrong

Question 8

what is a possible operating mechanism in social proof

Answer 8

social norms

Question 9

explain liking

Answer 9

• Fourth Pillar of Interpersonal Influence
• most prefer to say yes to request of ppl we know/like
• attractiveness, similarity, compliments, and familiarity foster liking

in action: tupperware party

Question 10

what is a possible operating mechanism in liking

Answer 10

liking

Question 11

explain authority

Answer 11

• Fifth Pillar of Interpersonal Influence
• trained from birth to believe obedience to proper authority is right, disobedience wrong
• response to authority is adaptive (at some level)
• practical advantages of complying w/ those ppl who had power over us
• authority can be counterfeited (titles, clothes, trappings)

in action: security guard

Question 12

what is a possible operating mechanism in authority

Answer 12

power

Question 13

explain scarcity

Answer 13

• rule of few
• opportunities seem more valuable when they are less available

in action: beanie babies

Question 14

what is a possible operating mechanism in scarcity

Answer 14

reactance

-scarcity represent a lost/threatened freedom

Question 15

what are the 5 sequential request techniques

Answer 15

• foot-in-the-door (FITD)
• door-in-the-face (DITF)
• lowball procedure
• disrupt-then-reframe
• that’s not all

Question 16

explain the foot-in-the-door (FITD) sequential request technique

Answer 16

-Freedman and Fraser
-small request, followed by moderate/large request
-theory: self-perception, commitment
EX. “what is the time? could you also spare a few dollars?”

Question 17

explain the door-in-the-face (DITF) sequential request technique

Answer 17

-Cialdini et al.
-large request, followed by moderate/small request
-theory: reciprocal connessions; guilt, perceptual contrast.
EX. “would you be willing to donate $1,000? could you donate $10?”

Question 18

explain the lowball procedure sequential request technique

Answer 18

-Cialdini et al.
-gain commitment and slowly raise cost of compliance, changing the deal
-theory: commitment and consistency
EX. after agree buy car for $x, change made to deal (ie. service fees/manager says lower price not available)

Question 19

explain the disrupt-then-reframe sequential request technique

Answer 19

-Davis & Knowles
-create confusion to disrupt resistance, use non sequiters, state request in peculiar way
-theory: disrupts refusal script, decrease counterarguing.
EX. its only 300 pennies, thats 3 dollars! it’s a bargain

Question 20

explain the that’s not all sequential request technique

Answer 20

-Burger
-additional “reward” for complying
-theory: reciprocity; perpetual contrast
EX. “an that’s not all..”

Question 21

what are the 3 non-sequential request techniques

Answer 21

• “even a penny will help”
• pique technique
• altercasting

Question 22

explain the “even a penny will help” non sequential request techniques

Answer 22

• Cialdini & Schroder
• legitimizes paltry (small) contributions
• theory: commitment & consistency

Question 23

explain the pique technique non sequential request techniques

Answer 23

-Santos, Leve, & Pratkanis
-theory: disrupt script for refusal
EX. “can you spare 17 cents?”

Question 24

explain altercasting non sequential request techniques

Answer 24

-Weinstein and Deutschberger
-Project an individual (the target) into a particular role that is consistent w/ one’s goals
-theory: social roles
EX “a good person would…”