Cialdini's Influence
We want to do things for others if they are pleasant to be around.
What is the principle of liking?
The way a person dresses, talks, and acts.
Term from biology: contextual features that elicit heuristics.
What is a "trigger feature" eliciting a "fixed-action pattern"?
When people make offers in negotiation based on goals, opening offers, or prior offers; the new offers do not move much, so they tap into this heuristic.
What is 'Anchoring"?
ONE of the Mayer, Davis, & Schoorman elements that shows someone is trustworthy.
What are "Benevolence", "Integrity," and "Ability"?
When two beliefs don't match OR when an attitude doesn't match an action.
What is Cognitive Dissonance?
Whatever we concentrate on increases in significance.
What is "Attention = Importance?"
Says if everyone is doing it, then it must be the right thing to do.
What is "Social Proof" (consensus)?
The information is vivid and readily retrievable from memory. So it taps into this heuristic.
What is "Availability" heuristic?
"Less use of objective standards," "less aware of betrayal," and "less verification to ensure compliance."
What are "consequences of trust"?
When a person does something for us and we feel we must do something similar in return.
What is the Norm of Reciprocity (Exchange)?
Visual associations that link ideas with a brand to increase desire (e.g., happy kids playing with a new toy)
What are "Connections?"
When done publicly, leads to actions consistent with the position (e.g., goal setting)
What is "Commitment?"
The union found four contracts with this clause; "so it is common"; this tapped into this heuristic.
What is the "Representativeness" heuristic?
Trust is rooted in four types of information: Intention to cooperate, expectations of other's cooperation, threats for noncooperation, & forgiveness
What is the Loomis model of trust?
This principle says "We want what we can't have"; when things are less available, they become more desirable.
What is "Scarcity?"
Language that associates the proposal with 'belonging', 'family', 'shared identity', or other type of close group.
What is "Unity?"
One of the two routes of persuasion.
What is "Central Route?" What is "Peripheral Route?"
When people increase the resources they devote to an issue (instead of cutting their losses); "throwing good $ after bad."
What is the "Escalation of commitment to a (failing) course of action"?
When a person erroneously thinks "the other side intends to cause me harm."
What is "the Sinister Attribution Error"?
Persuasion approach: compliance with small requests leads to compliance with larger requests.
What is the "Foot in the Door" technique?
Mentioning "you" in the proposal, rather than others (e.g., "most people")
What is "One way to HOLD another person's attention?"
Asking for a lot, then asking for much less. A technique for gaining compliance with the smaller request.
What is "Door in the Face?" or "Rejection, then Retreat?" or "Want it all gambit" or "Kitchen Sink approach"?
When two people can look at the same issue and come to opposite conclusions based on their own biases (e.g., a referee made a good or bad call, depending on which fans judged the call).
What is "Divergent Construal"?
Type of 'trust' where each side's interests become shared interests.
What is "Identification-Based Trust"?