Media Studies Chapter 10 Homework Disrupt then reframe Technique Mildly Disrupt The Script Persuasive

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CHAPTER 10: INTERPERSONAL PERSUASION

Chapter objectives

This chapter focusing on concepts and research related to interpersonal persuasion. The

compliance, including such classic influence techniques as foot–in-the-door, door-in-the-face, and

low-balling, among others. The text discusses their many applications to interpersonal selling,

can be effective. The chapter also explores compliance-gaining, introducing compliance-gaining

strategies and contextual influences on people’s choice of compliance–gaining techniques. Ethical

issues are also raised that surround compliance-gaining.

Terms and issues to know

Applications of compliance-gaining

Closed-ended and open-ended research methods

Compliance-gaining

Compliance-gaining strategies

Contextual influences on compliance-gaining

Disrupt-then-reframe technique

Door-in-the-face technique

Ethical issues in interpersonal persuasion

Fear-then-relief

Resistance and compliance

Sequential influence techniques

Social exchange

“That’s-not-all” technique

Chapter outline

I. Interpersonal persuasion

A. Focuses on the dyad, or two-person unit (persuader and persuadee)

B. Centers on changing behavior –

requests

C. Explores techniques people employ to accomplish interpersonal objectives – for example,

D. Examines the strategies people use to gain compliance

E. Sequential influence techniques – influence that proceeds in stages, each of which

establishes the foundation for further changes in beliefs or behavior

II. Foot-in-the-Door

A. Starting off slow and moving to a larger request

B. Stipulates that an individual is more likely to comply with a second, larger request if he or

she has agreed to perform a small initial request

C. Why does it work?

1. -perception theory suggests individuals who perform the small favor may

2. Consistency Needs. Because individual agreed to the first request the individual may

find it dissonant to reject the second

D. When does it work?

2. Particularly likely to work when the request concerns a prosocial issue

4. Not likely to succeed if the same persuader asks for a second favor immediately after

the first request

III. Door-in-the-Face (DITF)

A. Persuader makes a large request that is almost certain to be denied. After being turned

down, the persuader returns with a smaller request, the target request the communicator

had in mind at the beginning

B. DITF begins with a large request and scales down to an appropriately modest request

C. Why does it work?

1. Guilt – individuals may feel guilty for turning down the first request

3. Social judgment process – the first request was an anchor for which the second was

compared making it seem less extreme

4. Self-presentation – people fear the persuader will evaluate them negatively for turning

down the first request

D. When does it work?

1. Sensitive to contextual factors

a. Works well when the request is a pro-social issue

c. Best when there is only a short delay between the first and second request

E. Applications

2. Unethical or morally acceptable purposes

IV. Other Compliance Techniques

A. Low-balling: occurs when a persuader induces someone to comply with a request and

B. -not-

moment adds an additional small feature or product that goes along with it that he/she

had planned to sell together for that price all along

C. Pique technique: making the request in an unusual and atypical manner so that the

the target is induced to think

positively about compliance

D. Disrupt-then-reframe technique: mildly disrupt the script of a persuasive request and then

V. Compliance-Gaining

(Wilson, 2002, p. 4)

B. Researchers face issue of how to study compliance gaining empirically

1. Closed ended survey method: provides individuals with hypothetical situations and

asks them to choose among various strategies for compliance

2. Open ended survey method: participants are asked to write a short essay on how

3. Taken together, open and closed ended questionnaires have provided useful insights

into compliance gaining

C. Contextual Influences

2. Intimacy

4. Rights

5. Other factors

a. Benefits to the persuader

b. Consequences for the relationship between persuader and persuadee

c. The target resists the influence attempt

D. Individual Differences

2. Culture, gender, and self-monitoring

E. Complications

2. Individuals frequently must balance their desire to achieve a primary goal –

– with an attempt to meet a secondary goal

F. Summary, Criticisms, and Applications

1. People use diverse tactics to get their own way

3. Critics have also noted that much of the research involves responses to hypothetical

situations, rather than actual compliance-gaining behavior

4. Generated insights on a variety of intriguing or socially significant problems

G. Ethical Issues

VI. Conclusions

A. There are many techniques individuals use to influence one another in dyadic or one-on-

one interactions

B. These tactics do not always work, and many consumers have learned to resist them

C. Different strategies are used in different situations, and the same person may use a direct

Discussion points/ projects/ exercises

1. This chapter presents several compliance techniques such as foot–in-the-door, door-in-

3. Ethics is a personal choice that can have a huge impact on the well–being of others.

Review the discussion of ethics and determine your own ethical lines for compliance-

gaining tactics. When is it appropriate or not appropriate to use these tactics? Are there

4. Think of times where one of the compliance-gaining tactics have been used on you. Was

it effective? Why or why not?