|
Door-in-the-face Technique
The door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader's face. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation. The DITF technique can be contrasted with the foot-in-the-door (FITD) technique, in which a persuader begins with a small request and gradually increases the demands of each request. Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request. Classic experiment In a classic experiment investigating the effectiveness of the DITF technique, researchers separated participants into three groups. In group 1, experimenters asked participants to volunteer to counsel juvenile delinquents for two hours a week for two years (lar ... [...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] |
The International Review Of Retail Distribution And Consumer Research
The University of Stirling (, gd, Oilthigh Shruighlea (abbreviated as Stir or Shruiglea, in post-nominals) is a public university in Stirling, Scotland, founded by royal charter in 1967. It is located in the Central Belt of Scotland, built within the walled Airthrey Castle estate. The university campus is approximately in size, incorporating the Stirling University Innovation Park and the Dementia Centre. The campus is located in the foothills of the Ochil Hills. In 2002, the University of Stirling and the landscape of the Airthrey Estate was designated by the International Council on Monuments and Sites as one of the UK's top 20 heritage sites of the 20th century. As of 2022, the university has 14,000 part-time and full-time students. Stirling has international degree programme partnerships in China with Hebei Normal University, Singapore with Singapore Institute of Management, and Oman. The university offers a MSc in Human Rights & Diplomacy, which is the only Human Rig ... [...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 ben ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Framing Effect (psychology)
The framing effect is a cognitive bias where people decide on options based on whether the options are presented with positive or negative connotations; e.g. as a loss or as a gain. People tend to avoid risk when a positive frame is presented but seek risks when a negative frame is presented. Gain and loss are defined in the scenario as descriptions of outcomes (e.g., lives lost or saved, disease patients treated and not treated, etc.). Prospect theory posits that a loss is more significant than the equivalent gain, that a sure gain (certainty effect and pseudocertainty effect) is favored over a probabilistic gain, and that a probabilistic loss is preferred to a definite loss. One of the dangers of framing effects is that people are often provided with options within the context of only one of the two frames. The concept helps to develop an understanding of frame analysis within social movements, and also in the formation of political opinion where spin plays a large role in pol ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Bait-and-switch
Bait-and-switch is a form of fraud used in retail sales but also employed in other contexts. First, customers are "baited" by merchants' advertising products or services at a low price, but when customers visit the store, they discover that the advertised goods are not available, or the customers are pressured by salespeople to consider similar, but higher-priced items ("switching"). Bait-and-switch techniques have a long and widespread history as a part of commercial culture. Many variations on the bait-and-switch appear, for example, in China's earliest book of stories about fraud, Zhang Yingyu's ''The Book of Swindles'' (c. 1617). Function The intention of the bait-and-switch is to encourage purchases of substituted goods, making consumers satisfied with the available stock offered, as an alternative to a disappointment or inconvenience of acquiring no goods (or bait) at all, and reckoning on a seemingly partial recovery of sunk costs expended trying to obtain the bait. It sug ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Ambit Claim
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 ben ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Meta-analysis
A meta-analysis is a statistical analysis that combines the results of multiple scientific studies. Meta-analyses can be performed when there are multiple scientific studies addressing the same question, with each individual study reporting measurements that are expected to have some degree of error. The aim then is to use approaches from statistics to derive a pooled estimate closest to the unknown common truth based on how this error is perceived. Meta-analytic results are considered the most trustworthy source of evidence by the evidence-based medicine literature.Herrera Ortiz AF., Cadavid Camacho E, Cubillos Rojas J, Cadavid Camacho T, Zoe Guevara S, Tatiana Rincón Cuenca N, Vásquez Perdomo A, Del Castillo Herazo V, & Giraldo Malo R. A Practical Guide to Perform a Systematic Literature Review and Meta-analysis. Principles and Practice of Clinical Research. 2022;7(4):47–57. https://doi.org/10.21801/ppcrj.2021.74.6 Not only can meta-analyses provide an estimate of the un ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Screenshot
screenshot (also known as screen capture or screen grab) is a digital image that shows the contents of a computer display. A screenshot is created by the operating system or software running on the device powering the display. Additionally, screenshots can be captured by an external camera, using photography to capture contents on the screen. Screenshot techniques Digital techniques The first screenshots were created with the first interactive computers around 1960. Through the 1980s, computer operating systems did not universally have built-in functionality for capturing screenshots. Sometimes text-only screens could be dumped to a text file, but the result would only capture the content of the screen, not the appearance, nor were graphics screens preservable this way. Some systems had a BSAVE command that could be used to capture the area of memory where screen data was stored, but this required access to a BASIC prompt. Systems with composite video output could be conn ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Avatar (computing)
In computing, an avatar is a graphical representation of a user or the user's character or persona. Avatars can be two-dimensional icons in Internet forums and other online communities, where they are also known as profile pictures, userpics, or formerly picons (personal icons). Alternatively, an avatar can take the form of a three-dimensional model, as used in online worlds and video games. The term ' () originates from Sanskrit, and was adopted by early computer games and science fiction novelists. Richard Garriott extended the term to an on-screen user representation in 1985, and the term gained wider adoption in Internet forums and MUDs. Nowadays, avatars are used in a variety of online settings including social media, virtual assistants, instant messaging platforms, and digital worlds such as ''World of Warcraft'' and ''Second Life''. They can take the form of an image of one's real-life self, as often seen on platforms like Facebook, or a virtual character that diverge ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
There (virtual World)
''There'' is a 3D online virtual world created by Will Harvey and Jeffrey Ventrella. There Inc. was founded in the spring of 1998. Closed beta began in July 2001, with various stages of beta following, and ending with an October 2003 launch date. On March 9, 2010 - one week after the announcement of its closure on March 2, 2010 - There.com shut its doors to the public. On May 18, 2011, Michael Wilson announced that There.com will be re-opening, on the There.com homepage. All previous members will have access to their old avatars. On May 2, 2012, There reopened to the public for a monthly subscription fee. Corporate history From 1998 - 2003, Tom Melcher served as chief executive of There Inc. and There.com Melcher was previously an Executive Vice President for CNET. Mr. Melcher once described There.com's archetypal user as "the woman who is in her 30s, single, really overweight, lives in a small town." In 2003, Melcher stepped down as CEO. In June 2004, There Inc. went through ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Reverse Psychology
Reverse psychology is a technique involving the assertion of a belief or behavior that is opposite to the one desired, with the expectation that this approach will encourage the subject of the persuasion to do what is actually desired. This technique relies on the psychological phenomenon of reactance, in which a person has a negative emotional reaction to being persuaded, and thus chooses the option which is being advocated against. This may work especially well on a person who is resistant by nature, while direct requests work best for people who are compliant. The one being manipulated is usually unaware of what is really going on. Among adolescents Susan Fowler writes, "Beware that such strategies f reverse psychologycan backfire. Children can sense manipulation a mile away." She instead recommends leading by example. Reverse psychology is often used on children due to their high tendency to respond with reactance, a desire to restore threatened freedom of action. Questions ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Social Psychology
Social psychology is the scientific study of how thoughts, feelings, and behaviors are influenced by the real or imagined presence of other people or by social norms. Social psychologists typically explain human behavior as a result of the relationship between mental states and social situations, studying the social conditions under which thoughts, feelings, and behaviors occur, and how these variables influence social interactions. History Although issues in social psychology have been discussed in philosophy for much of human history, the scientific discipline of social psychology formally began in the late 19th to early 20th century. 19th century In the 19th century, social psychology began to emerge from the larger field of psychology. At the time, many psychologists were concerned with developing concrete explanations for the different aspects of human nature. They attempted to discover concrete cause-and-effect relationships that explained social interactions. In ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
.png "Click for more on -> Screenshot")
.jpg "Click for more on -> Avatar (computing)")
