COMM 318 1st edition Lecture 24 Outline of Last Lecture I. Interpersonal InfluenceOutline of Current Lecture II. Sequential Request Techniques Current Lecture(24)Thursday, April 30, yI. Sequential Request TechniquesA. foot-in-the-door (FITD)1. classic study: Freedman and Fraser2. small request, followed my moderate/large requesta) what is the time?b) could you also spare a few dollars?3. theory: self-perception, commitment 4. request 1: would you be willing to answer some questions about the kinds of household soaps you use?5. request 2: would you be willing to allow a survey team of 5 or 6 men to come into your home for 2 hours to classify all household products you use?6. FITD condition = compliance rate of 52%7. control condition = compliance rate of 22%B. door-in-the-face (DITF)1. classic study: candle2. large request followed by moderate/small requesta) would you be willing to donate $1000?b) would you be willing to donate $10?3. theory: reciprocal concessions; guilt; perceptual contrast4. request 1: would you be willing to work as a volunteer counselor to juvenile delinquents for 2 hours per week for at least 2 years?5. request 2: would you be willing to chaperone a group of juvenile delinquents to the zoo for a single 2 hour trip?6. DITF condition 50% compliance rate7. control condition = 16.7% compliance rate C. lowball procedure1. classic study: cialdini2. gain commitment and slowly raise the cost of compliance; changing the deal 3. theory: commitment and consistencyThese notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.4. request 1: would you be willing to participate in a study on thinking processes for extra credit?5. request 2: the experiment is run at 7AM Wednesday and Friday morning. can i put you down? 6. lowball condition = 56% compliance rate7. control condition = 31% compliance rate D. that’s not all1. classic study: burger2. additional reward for complyinga) and that’s not all…3. theory: reciprocity, perceptual contrast 4. request: would you like to buy a cupcake, they’re 75 cents each..actually for 75 cents you get a cupcake and 2 medium cookies5. TNA condition = 73% compliance rate6. control condition = 40% compliance rate E. disrupt-then-reframe1. classic study: davis & knowles2. creates confusion to disrupt resistancea) it’s only 300 pennies that $3 … a bargain!3. theory: disrupts refusal script; decrease counter-arguing 4. DTR condition = 65% compliance rate5. control condition = 35% compliance rate II. Non-Sequential Request Techniques A. even a penny will help1. classic study: cialdini & Schroder2. theory: a) legitimizes small contributionsb) gain initial agreement; commitment and consistency B. pique technique1. can you spare 17 cents?2. theory: disrupt script for refusal C. altercasting1. projecting an individual into a particular role that is consistent with one’s goals2. a good person would…3. theory: social
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