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    Sequential Persuasion

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    Syed Haziq Hilmi
    The document discusses various persuasion tactics including pre-giving, the foot-in-the-door technique, door-in-the-face, sweetening the deal, bait and switch, disrupt-then-reframe, legitimizing paltry contributions, and fear-then-relief. It explains how each tactic works and why it can be an effective persuasion method. It also discusses factors that influence when each tactic is most likely to be successful.

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    Sequential Persuasion

    Uploaded by

    Syed Haziq Hilmi
    23 views16 pages
    The document discusses various persuasion tactics including pre-giving, the foot-in-the-door technique, door-in-the-face, sweetening the deal, bait and switch, disrupt-then-reframe, legitimizing paltry contributions, and fear-then-relief. It explains how each tactic works and why it can be an effective persuasion method. It also discusses factors that influence when each tactic is most likely to be successful.

    Original Title

    SEQUENTIAL PERSUASION

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    The document discusses various persuasion tactics including pre-giving, the foot-in-the-door technique, door-in-the-face, sweetening the deal, bait and switch, disrupt-then-reframe, legitimizing paltry contributions, and fear-then-relief. It explains how each tactic works and why it can be an effective persuasion method. It also discusses factors that influence when each tactic is most likely to be successful.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    23 views16 pages

    Sequential Persuasion

    Uploaded by

    Syed Haziq Hilmi
    The document discusses various persuasion tactics including pre-giving, the foot-in-the-door technique, door-in-the-face, sweetening the deal, bait and switch, disrupt-then-reframe, legitimizing paltry contributions, and fear-then-relief. It explains how each tactic works and why it can be an effective persuasion method. It also discusses factors that influence when each tactic is most likely to be successful.

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    © All Rights Reserved
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    of 16

    Sequential

    Persuasion

    EPC646
    OCTOBER 2022
    PUAN JENNETA IBRAHIM
    • Pregiving creates a sense of indebtedness
    • Seen in Regan's (1971) study
    • Also seen in the real world
    • Example - Suit Salesman
    • Study by George, Gournic, and McAfee
    (1988)
    Pre-Giving • If women allow men to buy them drinks,
    both men and women perceive the women
    to be more sexually available than if the
    drinks are refused.
    • Beware of unfair exchanges
    • When pregiving is perceived as a bribe or a
    pressure tactic, it decreases compliance
    • Liking Explanation

    • Gratitude Explanation
    Why is Pregiving
    Persuasive? • Impression Management and
    Internalized Social Norm

    • Based on the Norm of Reciprocity


    • If a person agrees to a small, initial request,
    he/she is more likely to agree to a
    subsequent larger request.
    • The persuader is more interested in the
    second, larger request than the first
    The "Foot in • Study by Freedman and Fraser (1966)
    • Initial Request - Housewives were asked if
    the Door" they would participate in a survey about
    household products
    Strategy • Follow-up Request - Housewives were later
    (FITD) asked to allow a team of 5 or 6 men to go
    through their houses for 2 hours to classify
    all of the household products that were
    there
    • Results: 50% of those exposed to the "Foot in
    the Door" complied, compared to 25% of the
    control housewives
    • Bem's (1972) Self-Perception Theory
    • People come to know about their attitudes, emotions,
    and other internal states by inferring them from their
    Why is a Foot in own behavior

    the Door so • When you agree to comply with a small request, you
    see yourself as an altruistic person who is likely to
    persuasive? help
    • However, people may be less willing to comply with a
    request if they think most other people would reject
    the request
    • The following conditions play an important role in
    determining the effectiveness of the FITD tactic:
    • Size of the initial request - must be small enough to
    ensure compliance, but not so small as to appear trivial
    • Who makes the requests - first and second requests need
    When does a not be made by the same requester
    • External incentives to comply - should not be present
    Foot in the • Labeling - positive social labeling can help

    Door Work? • Preference for consistency - If a person agrees to an


    initial request, then he/she should be motivated to
    behave consistently
    • Time Interval between requests - 2-3 days is best
    • Prosocialness of the request - use social causes rather
    than personal reasons
    • By telling someone that you feel wonderful
    when they ask how you are, you may make
    yourself feel committed to behave in such a
    The Foot-in- way that is consistent with that declaration
    • According to Howard (1990), "Before you ask
    the-Mouth for anyone for a donation, you first ask them
    how they're feeling. After they tell you
    Effect they're feeling good, and you tell them
    you're glad they're feeling good, they'll be
    more likely to contribute to helping someone
    who isn't
    • A person is presented with an initial, larger request
    which he/she is inclined to reject. The person thereby
    becomes more likely to acquiesce to a second, more
    reasonable request
    The "Door-in- • Initial request: College students were asked to spend
    two hours per week as a counselor to a juvenile
    the-Face" Tactic delinquent for a minimum of two years
    • Follow-up request: Asked to chaperone a group of
    (DITF) juvenile delinquents on a day trip to the zoo
    • Results: Compliance for the DITF group was 3 times
    higher than that for the control group
    • Cialdini's (1975) study:
    • Perceptual Contrast Phenomenon - the second
    request seems much more reasonable by
    Why is a "Door-in- comparison
    • Reciprocal Concessions - The target perceives
    the-Face" so he/she is engaged in a bargaining situation
    • Self-Presentation Explanation - Target doesn't
    Persuasive? want to be perceived negatively by the source
    • Guilt-Based Explanation - The target feels guilty
    for not being helpful
    • The following conditions play an important role
    in determining the effectiveness of the DITF
    tactic:
    • Size of the initial request - Must be large enough
    to guarantee rejection, but not so large as to
    appear incredulous
    When does a • Prosocialness of the Request - The DITF tactic is
    not effective when used for self-serving reasons

    "Door-in-the-Face" • Social Responsibility Explanation - We comply


    because of internal standards

    Work? • Elapsed Time Between Requests - If there is too


    much delay, compliance may decrease
    • Who is Making the Request - Compliance
    decreases if the requests are made by two
    different people
    • Who Answers the Door - Some people are more
    susceptible to the DITF tactic than others
    • Involves "sweetening the deal" in order to
    increase the perceived value of an offer
    SWEETENING THE
    DEAL • https://www.youtube.com/watch?v=ZTpXh33Mb
    eg
    • Lures the target in before he/she is psychologically
    committed
    • Operates after the target becomes psychologically
    committed
    Low Ball vs. Bait
    and Switch
    • Bait & Switch - Involves a completely different deal,
    an alternative product, or course of action
    • Lowball - Changes the original deal or adds conditions
    to the existing deal
    • A way of distracting the persuadee from
    Disrupt-Then- becoming resistant to the request
    Reframe • Assumes that certain requests create conflict
    within persuadees
    Legitimizing
    • Even the smallest donation can help a worthy cause
    Paltry • Makes the request seem like less of an imposition
    Contributions
    Fear-Then-Relief

    • Fear causes people to react in a certain way


    • Fear causes people to jump to action
    • When the fear has been relieved, a "Break" occurs that leaves the person disoriented
    Conclusion

    • While these tactics differ from each other, one thing they all have in common is
    a home in the real world

    • They also allow you to see that persuasion as a dynamic event and not a one
    time thing

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