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What happens if you combine influence techniques? Fointiat tested the combined effect of the foot-in-the-mouth technique and the door-in-the-face technique. Publication: Fointiat, V. (2000). “Foot-in-the-Mouth” versus “Door-in-the-Face” requests. The Journal of Social Psychology, 140(2), 264-266. Author: Eskil Burck (degreed psychologist) www.learn…
 
Can you persuade people by using the simple phrase: "I hope I am not disturbing you, am I?" Publication: Meineri, S., & Guéguen, N. (2011). “I Hope I'm Not Disturbing You, Am I?” Another Operationalization of the Foot‐in‐the‐Mouth Paradigm1. Journal of Applied Social Psychology, 41(4), 965-975. Author: Eskil Burck (degreed psychologist) www.learnin…
 
"How are you feeling?" Does this simple phrase improve compliance rates? Publications: Aunel, R. K., & Basil, M. D. (1994). A Relational Obligations Approach to the Foot‐In‐The‐Mouth Effect. Journal of Applied Social Psychology, 24(6), 546-556. Howard, D. J. (1990). The influence of verbal responses to common greetings on compliance behavior: The f…
 
What happens if you combine influence techniques? Fointiat tested the combined effect of the foot-in-the-mouth technique and the door-in-the-face technique. Publication: Fointiat, V. (2000). “Foot-in-the-Mouth” versus “Door-in-the-Face” requests. The Journal of Social Psychology, 140(2), 264-266. Author: Eskil Burck (degreed psychologist)…
 
The foot-in-the-door technique is certainly one of the best-known and best-researched influence techniques. Usually only the study by Freedman and Fraser (1966) is presented in psychology textbooks. Meanwhile, foot-in-the-door technique has been tested in many other situations. For example when it comes to begging money or to invite a woman to a da…
 
The foot-in-the-door technique is certainly one of the best-known and best-researched influence techniques. Usually only the study by Freedman and Fraser (1966) is presented in psychology textbooks. Meanwhile, foot-in-the-door technique has been tested in many other situations. For example when it comes to begging money or to invite a woman to a da…
 
Are we more vulnerable for persuasion when somebody uses the phrase "You will probably refuse, but ..." Keywords: Touch, Education, Delay of Gratification, Willpower, Social Psychology, mind, Brain, Influence, Psychology Author: Eskil Burck (Degreed Psychologist) http://www.learningpsychology.net/By Eskil Burck
 
Can you improve compliance just by handshaking? Guéguen, N. (2013). Handshaking and compliance with a request: A door-to-door setting. Social Behavior and Personality: an international journal, 41(10), 1585-1588. Keywords: Manipulation, Handshake, Consumer Psychology, Marketing, Advertising, Social Psychology, mind, Brain, Influence, Psychology, To…
 
Usually reactance shields us from persuasion attempts. Because we do not want to be treated like marionettes, but we want to decide on our own. We hate it when our freedom gets threatened and as a result we often counteract. Unfortunately, our counteraction is often utilized by marketing experts... Keywords: Manipulation, Reactance, Consumer Psycho…
 
In almost all areas of life attractive people are preferred. In this episode we take a look at the (extremely rare) cases in which attractive people are disadvantaged. Keywords: Attraction, Halo effect, job interview, jealousy, Social Psychology, mind, Brain, Influence, Psychology Author: Eskil Burck (Degreed Psychologist) http://www.learningpsycho…
 
In real life most of us usually have only one or two accounts at the bank. According to the Nobel laureates Tversky and Kahnemann the situation in our mind is quite different: They assume that we have mental accounts for all the different areas of life (vacation, education, entertainment, etc.). On the one hand these mental accounts allow us to sav…
 
In many depictions the goddess of justice (lady justice) is presented with a blindfold. By that it shall be expressed that before the law all men are equal - regardless of their position or their appearance. But is this really true? Keywords: Justice - Psychology - Criminals - Appearance - Beauty - Plastic Surgery - Social Psychology - Lawyer - Jud…
 
Mind Readers like Derren Brown do not really read your mind. They mainly use magic tricks. But sometimes they also use psychological knowledge to predict, what is going to be your next number... Keywords: Derren Brown - Mind Reading - Priming - Influence - Manipulation Author: Eskil Burck (Degreed Psychologist) http://www.learningpsychology.net/…
 
In the 1920s Edward Thorndike discovered that when people were asked to rate another person, their ratings were strongly influenced by single personality traits (e.g. appearance). He called this phenomenon the "halo effect"... Keywords: Halo Effect - Psychology - Thorndike - Dion - Attractiveness - Social Psychology Author: Eskil Burck (Degreed Psy…
 
For a long time a high stress level was associated wit negative health outcomes. In recent years, however, emerging evidence suggests, that it is not only stress itself that causes health problems but also our attitude towards stress. Thus in new experiments (e.g. Beltzer, Nock, Peters and Jamieson, 2014) scientists tested, how to restructure our d…
 
Without doubt: Music is powerful. It can inspire, it can be uplifting and exhilarating. But can music put us in a buying frenzy? In many shops or restaurants music is used to entice us to stay longer. The idea behind this is clear: Those who stay longer, will probably consume more. But does it really pay off? How large are the effects of music? Wha…
 
Many manipulation techniques of the advertising industry bypass our conscious mind. Sometimes it is a quiet background music, a pleasant scent or even the behaviour of the people around us that influence our behaviour in a subtle way. However, if we are asked: "Why did you buy this?" We often provide rational explanations. Certainly, this is a Spec…
 
Owing to brain research we know that it is enough to think of ​​a movement (e.g. service in tennis) to activate almost the same areas of the brain, that are involved in the actual movement. In addition, we also know that the repeated use of "information highways" in the brain (associated nerve cells) is a central feature of many learning processes.…
 
Whether in advertising, in politics or in everyday conversation with acquaintances or friends: Persuasion is omnipresent. Especially in advertising, persuasion attempts are rarely based on substantial arguments. Instead, marketers often introduce (supposed) experts, celebrities or seducing background music. Quite often even beautiful models are pho…
 
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