How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
Foot In The Mouth Effect
Techniques > General persuasion > Sequential requests > Foot In The Mouth Effect Description | Example | Discussion | See also
DescriptionFirst, seek to make the other person feel good and like you. Ask a question that demonstrates care and interest in them. Listen to their response with due attention and concern. Acknowledge as appropriate the legitimacy of their views. Then make your request. ExampleHow are you today? Are you feeling well? ... Could I ask you for one thing: to sign this petition? Isn't it such as great day? It's great to see you so happy. ... Can I ask you to help with something? DiscussionHoward (1990) found that people seeking donations to a charity gained a greater donation when they asked how the subject was feeling and acknowledged the response, rather than just asking for a donation. Having read this study, Meineri and Gueguen (2011) asked people if they were available to answer a questionnaire (and waited for their answer) before diving into the questions, found that this prior request for permission led to a far higher compliance rate. Dolinski et al (2001) noted how dialog (as opposed to monolog) with a stranger was a viable general social influence technique. Effectively, when you start to talk with anyone in a conversational way, rather than talking at them, you connect with them, creating a bond such that you start to share identities. In doing so, you build trust and consequently are more ready to engage in reciprocal exchange. In other words, if you talk and connect with a person, you will gain a greater influence over them. See also
Dolinski, D., Nawrat, M. and Rudak, I. (2001). Dialogue Involvement as a Social Influence Technique, Personality and Social Psychology Bulletin, 27, 1395 Howard, D.J. (1990). The Influence of Verbal Responses to Common Greetings on Compliance Behavior: The Foot-in-the-Mouth Effect. Journal of Applied Social Psychology. 20, 1185-1196 Meineri, S. and Gueguen, N. (2011). "I hope I'm not disturbing you, am I?": Another operationalization of the foot-in-the-mouth paradigm. Journal of Applied Social Psychology, 41, 965-975.
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Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
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Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
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