Cognitive Dissonance
What is the name of the Cognitive Dissonance theory?
Festinger's Theory
What is Persuasion?
What is Foot-in-the-Door technique?
A persuasive strategy that aims to increase compliance by starting with a small request before making a larger one.
What does Cognitive Dissonance mean?
A discomfort arising from two or more inconsistent attitudes, behaviors, or cognitions
What is the data-based persuasion?
Central Route
What is Foot-in-the-Door Technique often used for?
In stores and in marketing
What is Festinger's first name?
Leon Festinger
What is the emotional-based persuasion?
Peripheral Route
What does the foot in the door technique influence?
Influences decision making
What is one way someone can relieve their discomfort/Dissonance?
Rejection
Explanation
Persuasion
Avoid New Information
Which psychologist studied persuasion during the Second World War?
Carl Hovland
Who were the two experimenters that tested the Foot- in-the-Door technique?
Freedman and Fraser
What is one of the later research after Festinger's theory?
Dissonance only occurs when there’s conflicting cognitions that threaten an individual’s positive self-image
Dissonance can also cause physiological arousal
Your emotions and cognitive functioning are important regions of the brain that dissonance can activate
Who created the six universal principles of influence?
Robert Cialdini
In Freedmon & Frasers study, what did they do to conduct their experiment?
They found people who agreed to put up a small sign in there yard, or to sign a petition where they were more likely to comply with a larger request like putting up a larger sign