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Discussion Questions

     Chapter 10 - Sequential Persuasion 


    1. Describe the following strategies. If you were a car salesperson how could they increase sales? Foot in the door, door in the face, bait and switch/lure, lowball.
     

    2. What is self-perception theory? What does it have to do with persuasion tactics?
     
     

    3. What factors influence the success of foot in the door and door in the face tactics?
     
     

    4. What is pregiving? 
     
     

    5. What did you discover about sequential persuasion tactics?

    WEB PAGE READINGS

    1. What does this picture have to do with mindfulness?


     

    2. How does a persuasion Matrix  help you select a persasion strategy?
     

    3. What are the benefits and limitations to two stage requests?
     
     
     
     

       

    Key Terms & concepts


Lowball tactic Reciprocal concessions Norm of reciprocity
Commitment Perceptual contrast effect The lure tactic
Unfulfilled obligation Foot in the door That is not all tactic