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Foot-in-the-door Technique
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 (also known as "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 ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Drip Pricing
In online retail, drip pricing (also known as partitioned pricing or shrouded pricing) is a sales technique where a headline price is advertised at the beginning of the purchase process, followed by the incremental disclosure of additional fees, taxes or charges. 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. Drip pricing is controversial because it can deceive consumers and distort competition by making 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 Europe, retailers must include value added tax in prices given to consumers. Article 22 of Directive 2011/ ... [...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. A period during which goods are sold for a reduced price may also be referred to as a "sale". The seller, or the provider of the goods or services, completes a sale in an interaction with a ''buyer'', which may occur at the point of sale or in response to a purchase order from a customer. 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 w ... [...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. Salami tactics are used extensively in geopolitics and war games as a method of achieving goals gradually without provoking significant escalation. In finance, the term "salami attack" is used to describe schemes by which large sums are fraudulently accumulated by repeated transfers of imperceptibly small sums of money. Financial schemes Computerized banking systems make it possible to repeatedly divert tiny amounts of money, typically due to rounding off, to a beneficiary's account. This general concept is used in popular automatic-savings apps. It has also been said to be behind fraudulent schemes, whereby bank transactions calculated to the nearest smallest unit of currency leave unaccounted-for fractio ... [...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 some authors define as behavior influenced by peers while others use it as a more general term for positive responses to another individual's request, 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. For example, in psychological research, individuals are usually confronted with immoral demands designed to elicit an internal conflict. If individuals still choose to submit to the demand, they are acting obediently. 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 ... [...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. Eg:- A car buyer offers an unreasonably low price to a dealer, hoping to settle for a fair discount. 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 d ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
If You Give A Mouse A Cookie
''If You Give a Mouse a Cookie'' is an American children's picture book written by Laura Joffe 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 gives a cookie to a mouse. The mouse asks for a glass of milk. He then requests a straw (to drink the milk), a napkin and then 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 incre ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
First They Came
"First They Came" ( , or ), is the poetic form of a 1946 post-war confessional prose piece by the German Lutheranism, Lutheran pastor Martin Niemöller (1892–1984). It indirectly condemns complicity of German intellectuals and clergy following the Nazis' Adolf Hitler's rise to power, rise to power and subsequent incremental purging of their chosen targets. Many variations and adaptations in the spirit of the original have been published in the English language. Text The best-known versions of the confession in English are the edited versions in poetic form that had begun 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 (UK), Holocaust Memorial Day Trust, a charity established by the British government, is as follows: The original German language writing, as preserved by , is as follows: Author Martin Niemöller was a G ... [...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 gradually through small, often unnoticeable, increments of change. The change could otherwise be regarded as remarkable and objectionable if it took hold suddenly or in a short time span. 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'' * Moving the goalposts * Normalization of antisemitism * Normalisation of deviance * Overton ... [...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.Robert Cialdini, Cialdini, R. B, & Goldstein, N. J. (2004) "Social influence: Compliance and conformity.” Annual Review of Psychology, 55: 591–621. Compliance psychology is the study of the process where individuals comply to social influence, typically in response to requests and pressures brought on by others. It encompasses a variety of theories, mechanisms, and applications in a wide range of contexts (e.g. personal and professional). Compliance psychology is essential to understand across many different fields. Some of various fields include healthcare, where patients adherence to medical advice is necessary, furthermore, marketing where consumer behavior is prioritized strategies can be developed. Soci ... [...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 psychological phenomenon in which people like someone more after doing a favor 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." Franklin explains how he dealt with the animosity of a rival legislator when he served in the Pennsylvania Assembly ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
