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Foot In The Door
Foot-in-the-door (FITD) technique is a compliance tactic that aims at getting a person to agree to a large request by having them agree to a modest request first. This technique works by creating a connection between the person asking for a request and the person that is being asked. If a smaller request is granted, then the person who is agreeing feels like they are obligated to keep agreeing to larger requests to stay consistent with the original decision of agreeing. This technique is used in many ways and is a well-researched tactic for getting people to comply with requests. The saying is a reference to a door to door salesman who keeps the door from shutting with his foot, giving the customer no choice but to listen to the sales pitch. Classic experiments In an early study, a team of psychologists telephoned housewives in California and asked if the women would answer a few questions about the household products they used. Three days later, the psychologists called again. ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Russell Morris
Russell Norman Morris (born 31 July 1948) is an Australian singer-songwriter and guitarist who had five Australian Top 10 singles during the late 1960s and early 1970s. On 1 July 2008, the Australian Recording Industry Association (ARIA) recognised Morris' status when he was inducted into the ARIA Hall of Fame. "The Real Thing" was added to the National Film and Sound Archive's Sounds of Australia registry in 2013. Career 1966–1968: Beginnings and 'Somebody's Image' Morris' career started in September 1966, when Morris was 18 years old with the formation of the Melbourne group Somebody's Image, together with Kevin Thomas (rhythm guitar), Phillip Raphael (lead guitar), Eric Cairns (drums) and Les Allan (aka "Les Gough") (bass guitar). Somebody's Image quickly developed a strong following at Melbourne's premier venues. It wasn't long before the band came to the notice of Go-Set staff writer Ian Meldrum and the group had a local hit version of the Joe South song "Hush", which ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Drip Pricing
Drip pricing is a technique used by online retailers of goods and services whereby a headline price is advertised at the beginning of the purchase process, following which additional fees, taxes or charges, which may be unavoidable, are then incrementally disclosed or "dripped". The objective of drip pricing is to gain a consumer's interest in a misleadingly low headline price without the true final price being disclosed until the consumer has invested time and effort in the purchase process and made a decision to purchase. Naïve consumers will purchase based on headline price and sophisticated consumers will consider total cost when comparing offers. Drip pricing can distort competition because it can make it difficult for businesses with more transparent pricing practices to compete on a level playing field. Many jurisdictions have enacted legislation to outlaw drip pricing of fees, taxes and surcharges. For example, throughout the European Economic Area and most of the rest of ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Selling Technique
Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in response to an acquisition, appropriation, requisition, or a direct interaction with the ''buyer'' at the point of sale. There is a passing of title (property or ownership) of the item, and the settlement of a price, in which agreement is reached on a price for which transfer of ownership of the item will occur. The ''seller'', not the purchaser, typically executes the sale and it may be completed prior to the obligation of payment. In the case of indirect interaction, a person who sells goods or service on behalf of the owner is known as a salesman or saleswoman or salesperson, but this often refers to someone selling goods in a store/shop, in which case other terms are also common, including ''salesclerk'', ''shop assistant'', and ''re ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Salami Tactics
Salami slicing tactics, also known as salami slicing, salami tactics, the salami-slice strategy, or salami attacks, is the practice of using a series of many small actions to produce a much larger action or result that would be difficult or unlawful to perform all at once. Politically, the term is used to describe a divide and conquer process of threats and alliances used to overcome opposition. With it, an aggressor can influence and eventually dominate a landscape, typically political, in piecemeal fashion. Opposition is eliminated "slice by slice" until its members realize, usually too late, that it has been virtually neutralized in its entirety. In some cases, the tactics include the creation of several factions within an opposing political party, followed by its dismantling from the inside, without giving the affected parties the opportunity to protest or react. Salami tactics are most likely to succeed when its perpetrators keep their true long-term motives hidden and main ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Obedience (human Behavior)
Obedience, in human behavior, is a form of "social influence in which a person yields to explicit instructions or orders from an authority figure". Obedience is generally distinguished from compliance, which is behavior influenced by peers, and from conformity, which is behavior intended to match that of the majority. Depending on context, obedience can be seen as moral, immoral, or amoral. Humans have been shown to be obedient in the presence of perceived legitimate authority figures, as shown by the Milgram experiment in the 1960s, which was carried out by Stanley Milgram to find out how the Nazis managed to get ordinary people to take part in the mass murders of the Holocaust. The experiment showed that obedience to authority was the norm, not the exception. Regarding obedience, Milgram said that "Obedience is as basic an element in the structure of social life as one can point to. Some system of authority is a requirement of all communal living, and it is only the man dwel ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Low-ball
The low-ball is a persuasion, negotiation, and selling technique. Overview By buyers When used by buyer, the low-ball is an offer for goods or services far lower than the price the buyer is willing to pay, made in the hope that the seller will at least counter-offer a price lower than the original asking price. Sellers looking to maximize profit but expecting would-be buyers to haggle may conversely make a "high-ball" offer and/or asking price. By sellers When a seller makes a low-ball offer this means an item or service is offered at a lower price than what is needed actually for the desired profit margin to be realized. The seller makes the offer with the intent of quickly raising the price in order to increase profits and/or with the intent of selling would-be buyers additional, more profitable products and services. An explanation for the effect is provided by cognitive dissonance theory. If a person is already enjoying the prospect of an excellent deal and the future be ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
If You Give A Mouse A Cookie
''If You Give a Mouse a Cookie'' is a children's book written by Laura Numeroff and illustrated by Felicia Bond, first published in 1985 by Harper and Row. Described as a "circular tale", illustrating a slippery slope, it is Numeroff and Bond's first collaboration in what came to be the ''If You Give...'' series. Plot The entire story is told in second person. A boy named Oliver gives a cookie to a mouse named Quinley . The mouse asks for a glass of milk. He then requests a straw (to drink the milk), a mirror (to avoid a milk mustache), nail scissors (to trim his hair in the mirror), and a broom (to sweep up his hair trimmings). Next, he wants to take a nap, have a story read to him, draw a picture, and hang the drawing on the refrigerator. Looking at the refrigerator makes him thirsty, so the mouse asks for a glass of milk. The circle is complete when he wants a cookie to go with it. Art The text was interpreted by illustrator Felicia Bond to show the increasing energy ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
First They Came
"First they came ..." is the poetic form of a 1946 post-war confessional prose by the German Lutheran pastor Martin Niemöller (1892–1984). It is about the silence of German intellectuals and certain clergy—including, by his own admission, Niemöller himself—following the Nazis' rise to power and subsequent incremental purging of their chosen targets, group after group. Many variations and adaptations in the spirit of the original have been published in the English language. It deals with themes of persecution, guilt, repentance, and personal responsibility. Text The best-known versions of the confession in English are the edited versions in poetic form that began circulating by the 1950s. The United States Holocaust Memorial Museum quotes the following text as one of the many poetic versions of the speech: A longer version by the Holocaust Memorial Day Trust, a charity established by the British government, is as follows: Author Martin Niemöller was ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Creeping Normality
Creeping normality (also called gradualism, or landscape amnesia) is a process by which a major change can be accepted as normal and acceptable if it happens slowly through small, often unnoticeable, increments of change. The change could otherwise be regarded as remarkable and objectionable if it took place in a single step or short period. American scientist Jared Diamond used creeping normality in his 2005 book '' Collapse: How Societies Choose to Fail or Succeed''. Prior to releasing his book, Diamond explored this theory while attempting to explain why, in the course of long-term environmental degradation, Easter Island natives would, seemingly irrationally, chop down the last tree: See also There are a number of metaphors related to creeping normality, including: * Boiling frog * Camel's nose * Lingchi * " First they came ..." * Habituation * ''If You Give a Mouse a Cookie'' * Normalisation of deviance * Overton window * '' Principiis obsta (et respice finem)'' - ' ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Compliance (psychology)
Compliance is a response—specifically, a submission—made in reaction to a request. The request may be explicit (e.g., foot-in-the-door technique) or implicit (e.g., advertising). The target may or may not recognize that they are being urged to act in a particular way.Cialdini, R. B, & Goldstein, N. J. (2004) "Social influence: Compliance and conformity.” Annual Review of Psychology, 55: 591–621. Social psychology is centered on the idea of social influence. Defined as the effect that the words, actions, or mere presence of other people (real or imagined) have on our thoughts, feelings, attitudes, or behavior; social influence is the driving force behind compliance. It is important that psychologists and ordinary people alike recognize that social influence extends beyond our behavior—to our thoughts, feelings, and beliefs—and that it takes on many forms. Persuasion and the gaining of compliance are particularly significant types of social influence since they utilize ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Camel's Nose
The camel's nose is a metaphor for a situation where the permitting of a small, seemingly innocuous act will open the door for larger, clearly undesirable actions. History The phrase is not commonly used in the 21st century. According to Geoffrey Nunberg, the image entered the English language in the middle of the 19th century. An early example is a fable printed in 1858 in which an Arab miller allows a camel to stick its nose into his bedroom, then other parts of its body, until the camel is entirely inside and refuses to leave. Lydia Sigourney wrote another version, a widely reprinted poem for children, in which the camel enters a shop because the workman does not forbid it at any stage. The 1858 example above says, "The Arabs repeat a fable", and Sigourney says in a footnote, "To illustrate the danger of the first approach of evil habit, the Arabs have a proverb, 'Beware of the camel's nose. Nunberg could not find an Arab source for the saying, however, and suspected it was ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Ben Franklin Effect
The Ben Franklin effect is a proposed psychological phenomenon: people like someone more after doing a favour for them. An explanation for this is cognitive dissonance. People reason that they help others because they like them, even if they do not, because their minds struggle to maintain logical consistency between their actions and perceptions. The Benjamin Franklin effect, in other words, is the result of one's concept of self coming under attack. Every person develops a persona, and that persona persists because inconsistencies in one's personal narrative get rewritten, redacted, and misinterpreted. Franklin's observation of effect Benjamin Franklin, after whom the effect is named, quoted what he described as an "old maxim" in his autobiography: "He that has once done you a kindness will be more ready to do you another, than he whom you yourself have obliged." In his autobiography, Franklin explains how he dealt with the animosity of a rival legislator when he served in the ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
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