LikingLikingPeople prefer to comply with requests made by individuals who they likeFactors that Influence Effectiveness of Liking1. Physical attractivenessWhy Attractiveness WorksHalo Effect:One very positive trait possessed by a person influences the total judgment of that person.Attractiveness is one such very positive traitcpDevil Effect:One very negative trait possessed by a person influences the total judgment of that person.cpAttractivenessKulka & Kessler (1979)Attractive victim –Unattractive DefendantUnattractive victim –Attractive Defendant$10,051$5,623AttractivenessStewart (1980)1. Evaluated attractiveness of 74 male defendants prior to trial 2. Followed the defendants to find out their trial outcomesResult: Unattractive defendants were 2 times more likely to get a jail sentence than attractive defendantscpAttractivenessKurtzburg, Safar, & Cavior (1968)cpJail Inmates: All with facial disfigurementsGot plasticsurgeryDid not get plastic surgeryAlso received rehabilitation counseling servicesDid not receiverehabilitation counseling servicesAlso received rehabilitation counseling servicesDid not receiverehabilitation counseling servicesAttractivenessKurtzburg, Safar, & Cavior (1968)Results:Inmates who had the plastic surgery were significantly LESS likely to return to jail regardless of whether they had counseling or notcpAttractivenessMore likely to be helped More persuasiveLiked moreFactors that Influence Effectiveness of Liking1. Physical attractiveness2. Similarity3. PraiseFactors that Influence Effectiveness of Liking1. Physical attractiveness2. Similarity3. Praise4. FamiliarityFamiliarityMita, Dermer, & Knight (1977)A person is more familiar with mirror imagePerson’s friends more familiar with the person’s true imageFamiliarityMita, Dermer, & Knight (1977)cp0255075100Mirror TrueImagePercentFriendsParticipantsParticipants liked their mirror image moreFriends liked participants’ true image moreFactors that Influence Effectiveness of Liking1. Physical attractiveness2. Similarity3. Praise4. Familiarity5. Mere
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