week4 post 2dq

Hello Class,

The mechanism shared by both techniques is the large initial offer. With the "that's not all" technique, the initial offer is large but before the person responds, they are offered something more to "sweeten" the deal (APA dictionary). With the "door in the face" technique, the initial offer is large and is refused, but once refused, the person is offered a lesser deal they feel obligated to take because of the concession they feel has been made on the part of the offeree (Gilovich, Keltner, Chen, Nisbett; 2019). An example of "that's not all" would be if one is offered a hot tub with free installation. An example of "door in the face" would be if one is offered an initial TV package with their cable company for a high price and after it is refused, another offer is given for a cheaper price for a limited time.

Blessed,

Amber Cochrane

Influence...how susceptible are you? optional

Class,

this week is all about obedience and conformity. Included in this is influence and group norms. Why are some people more likely to succumb to influence? Is it personality? Alternatively, what explanation could there be for those who resist influence? What's at play here?

Jessica Louis, M.S