Seth M. Noar, Ph.D.

1
Sequential Persuasion (Chapter 10)

• Seth M. Noar, Ph.D.
• Department of Communication
• University of Kentucky

2
Gettin in the door

• To persuade, must get in
• Pregiving
• Definition
• Examples?

3
Gettin in the door (contd)

• Why does pregiving work?
• One caveat to be successful, pregiving must be
  perceived as
• If its perceived as coercive or bribery, it

4
FITD

• FITD Foot in the door technique
• Definition
• Examples

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When does FITD work?

• Size of initial request is important
• Works better for prosocial causes
• 3. External incentives
• Who makes request 2nd request can be by a
  different person

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DITF

• DITF Door in the face technique
• Definition
• Examples

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Why does DITF work?

• Why does it work?
• Reciprocal concessions
• Self-presentation / Social responsibility / guilt

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When does DITF work?

• Size of initial request is important
• Works better for prosocial causes
• 3. Elapsed time between requests
• Who makes request - Needs to be the same person

9
TNA

• TNA Thats not all technique
• Definition
• Examples
• Why does this work?

10
Lowball tactic

• Definition
• Examples
• Why does this work?

11
Bait and Switch tactic

• Definition
• Examples
• Why does this work?
• Similar to lowball tactic except involves
  different product

12
DTR

• DTR - Disrupt then reframe tactic
• Definition
• Examples
• Why does DTR work?

13
Persuasion and Ethics

• Write down on this continuum how ethical /
  unethical you think these tactics are.
• Unethical ----------------------------- Ethical
• Which tactic do you think is the most effective?
  Which is least effective?