Shared Flashcard Set

Details

Persuasion and Influence Tactics
Persuasion/Influence cards for OB exam- class notes & textbook reading
30
Business
Undergraduate 3
12/08/2009

Additional Business Flashcards

 


 

Cards

Term
Name Cialdini's 6 Persuasion Principles
Definition
1) Liking
2) Reciprocity
3) Consistency
4)Social Proof
5) Authority
6) Scarcity
Term
Foot in the Door
Definition
People are more likely to agree to something if they agree to something smaller first
Term
Door in the face
Definition
Offer a less attractive alternative before selling the product
Term
Four Walls
Definition
Cornering someone by linking the sale with character traits like charitableness
Term
That's not all
Definition
Offering a "bonus" on top of the sale to make it look like its a better deal
Term
Liking
Definition
People like those who like them. Uncover real similarities, offer genuine praise
Term
Reciprocity
Definition
People repay in kind. Give what you want to recieve.
Term
Consistency
Definition
people align with their clear commitments. As for active, public, or voluntary commitments
Term
Social Proof
Definition
people follow the lead of similar others. Use peer power whenever its available.
Term
Authority
Definition
People defer to experts. Clarify your expertise.
Term
Scarcity
Definition
People want more of what's less. Highlight uniqueness and rarity of opportunity.
Term
Drawbacks of Cialdini's Approach?
Definition
Good in one-shot encounters, not relavent in ongoing relationships.

Provides little insight into how strong a pitch should be. (should persuasion differ by audience?)
Term
internal vs. external locus of control
Definition
internal locus of control believes that the individual has more control over life. Internal locus of control people are less influenced by persuasion tactics.
Whereas external locus of control views events as something that happens to him. These people are more likely to fall for the persuasion tactics.
Term
An Alternative Aproch: Ask Questions. Why does this work?
Definition
Questions bypass traditional defense/resistance tactics. People end up engaging in self persuasion.
Term
Name Cialdini's 4 Persuasion Tactics
Definition
1) Foot in the Door
2) Door in the Face
3) Four Walls
4) That's not All
Term
Influence
Definition
Any behavior that attempts to alter someone's attitudes or behavior
Term
Types of Influence Tactics in Organization (8 from the book)
Definition
1) Silent Authority
2) Assertiveness
3) Information Control
4) Coalition formaiton
5) Upward appeal
6) Persuasion
7) Ingratiation and impression management
8) Exchange
Term
Silent Authority
Definition
Influencing behavior through legitimate power without explicitly referring to that power base.
Term
Assertiveness
Definition
Actively applying legitimate and coercive power by applying pressure or threats.
Term
Information control
Definition
Explicitly manipulating someone else's access to information for the purpose of changing their attitudes and/or behavior
Term
Coalition formation
Definition
Forming a group that attempts to influence others by pooling the resources and power of it members
Term
Upward appeal
Definition
Gaining support from one or more people with higher authority or expertise
Term
Persuasion
Definition
Using logical arguments, factual evidence, and emotional appeals to convince people of the alue of a request.
Term
Integratiation and impression management
Definition
Attempting to increase liking by, or perceived similarity to, some targeted person.
Term
Exchange
Definition
Promising benefits or resources in exchange for the target person's compliance.
Term
Inoculation effect
Definition
A persuasive communication strategy of warning listeners that others will try to influence them in the future and that they should be wary about the opponent's arguments.
Term
ingratiation
Definition
any attempt to increase liking by, or perceived similarity to, some targeted person.
Term
impression management
Definition
the practice of actively shaping our public image
Term
Consequences and Contingencies of Influence Tactics
Definition
Resistence can occur when people or work units oppose the behavior desired by the influencer and, consequently, refuse, argue, or delay engagin in the behavior. Compliance occurs when people are motivated to implement the influencer's request at a minimal level of effort and for purely instrumental reasons. Commitment is the strongest form of inluence, whereby people itentify with influencer's request and are highly motivated to implement it een when extrinsic sources of motivation are no longer present.
Term
Hard vs. Soft Tactics
Definition
Soft tactics rely on personal sources of power (expert and referent power) whereas hard tactics rely on position power (legitimate, reward, and coercion). Soft tactics tend to be better recieved than hard ones.
Supporting users have an ad free experience!