Aim 1 What is compliance What strategies are

Aim: 1. What is compliance? What strategies are used to induce compliance? DO NOW: 1. GO OVER TEST 2. Complete Check for Understanding p. 30 3. What does comply mean? Homework: • Read text pps. 292 – 315 • Valentine Assignment Due Wednesday

Compliance • Change in behavior to an explicit request • Many of these techniques are used in advertising to change attitudes (beliefs we have towards something/someone) • Watch the video clip? How do they persuade us? https: //www. youtube. com/watch? v=0 IF 5 n. De. IPiw

Compliance Strategies Chart • Lowball Procedure p. 13 • Foot-in-the-door phenomenon p. 11 • Door-in-the-face phenomenon p. 12 • Norms of reciprocity p. 14 • Central Route p. 15/16 • Peripheral Route p. 16 • Mere Exposure • Bait and Switch – p. 9 - 10 Task: Read about your assigned strategy and 1. Define/ Describe it/ Why/ How it works 2. Apply it to your new summer job. You are selling books over the phone to families in the US. You will make a 10% commission on sales. How could you use this method to optimize your sales?

RSA ANIMATE VIDEO • https: //www. youtube. com/watch? v=c. Fd. Cz. N 7 RYbw • What are the six principles and how they can be applied to increasing productivity.

Aim: 1. What is compliance? What strategies are used to induce compliance? DO NOW: 1. How did they try and get people to buy Moistrell? https: //www. youtube. com/watch? v=0 IF 5 n. De. IPiw Homework: • Valentine Assignment Due Tomorrow

Check For Understanding • • Page 19 Page 21 - 22 Part II – Central vs. Peripheral Part III – Identify Examples

HOW DO WE CHANGE ATTITUDES? • Techniques used in advertising.

Two Routes Leading to Persuasion Central route • evokes lasting agreement • This route is used when we are interested in the argument being proposed • Involves a more logical, thought-out process swopepsych. com Peripheral route • triggers temporary liking/acceptance • Using a celebrity, sex, babies, etc. , to sell a product • Tends to appeal to emotions, not cognitions

How do the following effect the comprehension and acceptance of a message? • • SOURCE MESSAGE MEDIUM AUDIENCE

The following effect the comprehension and acceptance of a message… • SOURCE – Credibility is most important when we are not inclined to pay attention to the message itself • MESSAGE – Tune out messages that do not support our point of view – Novel arguments are more convincing then old standbys – Fear is effective, but too much can turn off an audience

• Medium – Writing favors complex arguments – Video/live help audience grasp main idea of argument Audience – Harder to change attitude of audience if they have strong commitment to present beliefs – Harder to persuade more educated audiences – Harder to change childhood beliefs

Foot-in-the-door phenomenon • The tendency for people who have first agreed to a small request to comply later with a larger request. If I give out an answer on a quiz, what happens next?

Foot in Door Technique • once you grant a small request you are likely to grant a larger one • How do charities, children, friends, bosses use this technique? • Children - "Can I go over to Suzy's house for an hour? " is followed shortly by "Can I stay the night“ • Friend - "Can I borrow the car to go to the store? " may be followed by "Can I borrow the car for the weekend? • Charities - "Would you sign this petition for our cause? " is followed by "Would you donate to our cause? "

Lowball Procedure – • First induce someone to do something, then raise cost of compliance • How could a salesman use this technique to sell a car? Vacation? • A person agrees to buy a car at a low price. The sales person then apologizes that the wrong price was on the car. The person still agrees to buy it at the higher price. • A family books a package holiday. They find that there are surcharges. They pay these without question. swopepsych. com FOOT IN DOOR

Norms of Reciprocity • Cultural norm – idea if someone gives us something we owe them something

Door-in-face Phenomenon • The tendency for people who say no to a huge request, to comply with a smaller one. If I ask my husband asks for the 1952 Topps Mantle card ($15 k) I will But I may let him say? NO buy a new Xbox game. swopepsych. com Door in face

Door In Face Effect – • under certain circumstances if people refuse to comply with a request they may comply to a second one. Examples include…. • Kids sell $25 calendar or $2 candy • Buy the $600 photo package or the $200 one

That’s Not All Technique – • present product at a specific price but instead of allowing the consumer to respond, the salesperson adds something else to make the deal even better • You are a cutlery salesman. How do you use this technique? • ”Ladies and gentlemen, I'm not only going to reduce this by 10%, not even by 20% and not even by 40%. Today, ladies and gentlemen, the price is reduced for you by a whopping 50%! • I'm not going to give you this cookie cutter. No. That's not all I'm going to give you. For the same price, I'm going to throw in a fine steel spatula. A bargain I hear you say? But I'm going to make it even better, with this splendid temperature probe, absolutely free. Now, who wants this wonderful offer now? ”

Hard to Get Technique- • rarer object is harder to get and is perceived as more valuable • Impossible to get something after time period passes • “This is the last model like this available —after it goes, that’s it. ” • “sale ends soon, ” • “supplies are limited”

Attitude and Behavior You have a belief that cheating on tests is bad. But you cheat on a test!!! The teacher was really bad so in that class it is OK. • Do attitudes tell us about someone’s behavior? • La. Piere’s Study Cognitive Dissonance Theory • People want to have consistent attitudes and behaviors…. when they are not they experience dissonance (unpleasant tension). • Usually they will change their attitude.

Cognitive Dissonance Theory • State of tension that exists when our attitudes do not match our actions. As a result we can… 1. Change our behavior/ beliefs 2. Deny evidence 3. Or rationalize our behavior https: //www. youtube. com/watch? v=kor. GK 0 y. GIDo

Cognitive Dissonance Theory

Can wearing a lab coat make you smarter? • Effect of Self Fulfilling prohecy • http: //www. themarysu e. com/lab-coatsincrease-attention/

CENTRAL OR PERIPHERAL?

CENTRAL or PERIPHERAL?