Can You Encourage Pro-Social Behavior?
Now that you
are an expert in the use of interpersonal influence strategies, can you use what
you know to change the behaviors of others? Advertisers and salespeople often
use interpersonal influence strategies to make money When in the hands of an
unethical influence agent, these strategies can be used to take advantage of
you. But they can also be used to promote pro-social behavior changes in
attitudes, beliefs, and/or behavior that benefit others, and society as a whole.
In this Application Assignment, your goal is to use your understanding of
interpersonal influence to encourage people to engage in pro-social
To prepare for this
Review the sections in Chapter 7 of the course text,
Persuasion: Psychological Insights and Perspectives, on reciprocity,
social validation, and commitment. Reflect again on the rules and psychological
processes that cause each type of strategy to influence
Identify and describe the steps that are required to
use the door-in-the face strategy, the list technique, the four-walls technique,
and the legitimization of paltry-favors strategy. Familiarize yourself with how
researchers have tested the effectiveness of each
Reflect for a
moment on the behavior that each strategy has been shown to change. Consider how
you would measure the effectiveness of these interpersonal influence strategies.
Can you think of other ways to test a given strategy’s
assignment (1 3 pages):
For each of the
scenarios below, describe: 1) the steps in the strategy, 2) the rule or
psychological process that makes it work, and 3) how you would implement the
strategy and how you would measure the effectiveness of the strategy. Your
responses must be 1 2 paragraphs for each of the following
Design a way to
increase a person’s exercise habits using a door-in-the-face
Get people to reduce
their water consumption using a list
Create a way to get
more people to volunteer time at a soup kitchen by using a four-walls
Get people to start
recycling by using a legitimization of paltry-favors
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