2 ND HOME WORK WRITTEN FORM AND PRESENTATION

2 ND HOME WORK (WRITTEN FORM AND PRESENTATION) Empirical project on one of social influence techniques (work in dyads or individually). Project structure: Formulating and presenting problem statement, aims and objectives of the study; Analysis of the relevant literature; Methodology description (including sample, experimental procedure, etc. ); Fieldwork; Analysis of the results.

o o o o Presenting second home work on social influence techniques: The foot-in-the-door technique The low-ball technique The bait-and-switch technique The labeling technique The legitimization-of-paltry-favors technique The door-in-the-face technique The that’s-not-all technique Or presenting practical task on replicating experimental research from the main book ! Task can be made in groups of 2 persons or individually ! Each technique and experiment should be presented just one time

CONT-D Presentation of 2 nd home work should consist of: Technique or principle description Aims and objectives of your study Methodology description Results and conclusions

TIMETABLE AND DEADLINES when what 19 th of April 1 st group – 16. 40 -18. 50 2 d group - 18. 50 - 21. 00 Proposal or ideas 26 th of April 1 st group – 16. 40 -18. 50 2 d group - 18. 50 - 21. 00 Empirical design 10 th of May 16. 40 -21. 00 Final presentation If you want to finish this discipline and get your mark, please, download. doc file in LMS till 9 th of May!

LIST OF LITERATURE FOR SI TECHNIQUES 1. Howard, D, J. (1990). The influence of verbal responses to common greetings on compliance behavior: The foot-in-the-mouth effect. Journal of Applied Social Psychology, 20, 1185 -1196. 2. Green, F. (1965). The "foot-in-the-door" technique. American Salesmen, 10, 14 -16. 3. Freedman, J. L. & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195 -202. 4. Cialdini, R. B. , Vincent, J. E. , Lewis, S. K. , Catalan, J. , Wheeler, D. , & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206 -215. 5. Gerstner, E. , & Hess, J. D. (1990). Can bait and switch benefit consumers? Marketing Science, 9(2), 114 -124. 6. Pollock, C. L. , Smith, S. D. , Knowles, E. S. , & Bruce, H. J. (1998). Mindfulness limits compliance with the that’s-not-all technique. Personality and Social Psychology Bulletin, 24, 1153 -1157. 7. Goldman, M. , Seever, M. , & Seever, M. (1982). Social labeling and the foot-in-the-door effect. The Journal of Social Psychology, 117(1), 19 -23.

CONT-D 8. Andrews, K. R. , Carpenter, C. J. , Shaw, A. S. , & Boster, F. J. (2008). The legitimization of paltry favors effect: A review and metaanalysis. Communication Reports, 21(2), 59 -69. 9. Burger, J. M. , Reed, M. , De. Cesare, K. , Rauner S. & Rozolis, J. (1999). The effects of initial request size on compliance: More about the That's-Not-All Technique. Basic and Applied Social Psychology, 21, 243249. 10. Janssen, L. , Fennis, B. M. , Pruyn, A. , & Vohs, K. (2008). The path of least resistance: Regulatory resource depletion and the effectiveness of social influence techniques. Journal of Business Research, 61, 10411045. 11. Cialdini, R. B. , & Goldstein, N. J. (2004). Social influence: Compliance and conformity. Annu. Rev. Psychol. , 55, 591 -621. 12. Miller M. (2002). Effects of a guilt induction and guilt reduction on door in the face. Communication research, 29, 666 -680. 13. Cialdini, R. B. , Cacioppo, J. T. , Bassett, R. , & Miller, J. A. (1978). Low-ball procedure for producing compliance: commitment then cost. Journal of personality and Social Psychology, 36(5), 463.