Click, Whirr
Persuasion
Rules of Thumb
Persuasion Tactics
100
Automatic behaviors triggered by certain situations
What are fixed action patterns
100
In the Cialdini book, salespeople are formally known as this
What are compliance professionals
100
The cognitive term for "rules of thumb"
What are heuristics
100
Because of this, people will often desire something more than they initially did if they think they can't have it
What is scarcity
200
Unlike fixed-action patterns in lower animals, in humans, these are learned and are flexible
What are automatic behavior patters
200
Persuasion is a subset of this more general social psychological concept
What is social influence
200
This rule has the effect of pulling our perceptions towards it
What is anchoring
200
Free samples or favors can induce compliance because of this principle
What is reciprocity
300
According to research by Ellen Langer, a request for a favor tends to be more successful if prefaced by this
What is a reason
300
Cialdini used this research method to embed himself among compliance professionals
What is participant observation
300
This causes us to overestimate the probability of an event by the ease at which examples come to mind
What is the availability heuristic
300
We often look towards others to know what to do or what to believe because of this principle
What is social proof
400
People will often will use this stereotype to determine the value of an item
What is :expensive = good
400
When using this, we are persuaded by the strength of the arguments
What is systematic proccessing
400
When thinking about groups of people, the representative heuristic can lead to this
What are stereotypes
400
I believe my professor because she is an expert in the field
What is authority
500
We need to use these to navigate the complex world around us
What are mental shortcuts
500
This type of persuasion occurs via cues in the message or situation
What is heuristic processing
500
Salespeople can make the price of an item seem reasonable by presenting an even more expensive item first.
What is the contrast principle
500
We are more likely to do favors for a friend than a stranger because of this
What is the principle of liking
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