PSY in the news Marrying someone high in conscientiousness was associated with improvements in starting salary salary raises promotions and happiness at work Someone high in conscientiousness is going to be more helpful in other things around the house so you have more time to focus on work People who got one dollar feel better than people who got 20 dollars because they can change their attitude to think that they really did have fun but the people who got a lot of money think yeah I d lie for that much money The attitude makes them feel better about themselves Foot in the door make small requests first but then get bigger and bigger because you re already affiliated with the organization so you feel like you have to be consistent Emotional appeals are more powerful than logical appeals used in advertising even for something like toothpaste especially used in politics Social emotional leader everyone needs to get along everyone needs to be happy Task oriented leader get the job done it doesn t matter if you like each other or not Task oriented leader better if the environment is really bad or if the situation is really good Social emotional leader going okay then need this leader You can only really be one kind of leader Brainstorming paradigm better to brainstorm on your own then in a group because you ll start worrying about the other people and that will stunt your productivity and creativity People want to help more if they see others helping people that are really different from them Germans helping Africans make you want to help more than Germans helping Germans When you see your own group members helping out then you think that you re off the hook because they re standing in for you Availability heuristic Whatever you hear stories about whatever is easier to call to mind seems like its more important or more frequent ex Ebola vs the flu Representativeness heuristic if it similar to something then it s more likely like heads vs tails or Linda Heuristic cognitive shortcut usually good Anchoring Mississippi river question ask a question to set them up READING Central persuasion route direct relevant logical messages Rests on the assumption that the audience is motivated enduring agreement Peripheral route superficial cues requires a target who isn t thinking carefully about what you are saying exploits rule of thumb heuristics that trigger mindless reactions below Common with cult leaders and dictators Fixed action patterns exactly the same pattern and order every time they re elicited Once it is turned on it has to go until the end If you re feeding a baby you mimic the bites the baby takes if people around you look up you will too Trigger features releasers the phrase a good cause makes us want to buy cookies Persuasion needs honesty likability and authority Salespeople may trick you in that they aren t trying to sell the product but rather they are trying to inform you to make the best decision hidden as education Word of mouth you re more likely to trust what your friend says about something or a recommendation Information hubs places that can reach the most people the maven Maven expert or connoisseur Reciprocity feel compelled to repay someone Salesperson can offer free gifts to make us feel like we have to buy from them Social comparison and conformity if we are different from everyone else we try to change it so we are doing the same thing that they are Social proof everyone else is doing it so it has to be good Commitment and consistency foot in the door slowly escalating the commitments Door in the face push a request past an acceptable limit then back off reject then compromise That s not all asks a high price waits a little bit then adds bonus or decreases the price instead of initially rejecting like door in face it allows the costumers to waver and then make a comfortable decision Sunk cost trap person s not willingness to loose makes them loose more money on a bad investment People think things are more attractive if they are limited time Psychological reactance we want our freedom and control when someone else is being too pushy Inoculation method stinging you re stupid you were fooled
View Full Document
Unlocking...