types of persuasion

• persuasion: a deliberate attempt to influence that attitudes or behaviors to another person
• peripheral route persuasion: when people are influenced by incidental cues (ex. a speaker's attractiveness)
• central route persuasion: method of convincing others to make a decision based on facts and evidence of the merits of the outcome
• foot-in-the-door phenomenon: the tendency for people who have first agreed to a small request to comply later with bigger ones
• role: set of expectations about a social position
• cognitive dissonance: when we become aware that our attitudes and actions don't coincide, so we have to change our attitudes or behaviors
• four-walls technique: series of carefully worded questions makes you realize that you have no good reason for not purchasing the product
• low-ball technique: when you commit to a low-ball offer and then are hit with other prices and interest but you are still committed to the object so it is hard to say no
• reciprocity norm: we feel obligated to return a favor when someone does something for us
• door-in-the-face phenomenon: making a large request that you know someone will say no, so when you ask for something smaller, it sounds more reasonable
• that's-not-all phenomenon: when someone makes an offer and(before you can commit) applies pressure for you stay consistent with your earlier commitment
• rule of commitment: once you make a public, it applies pressure to stay consistent with it