04 Jul TECHNIQUES USED IN PERSUASIVE MESSAGING
| Table 8.1 Persuasion Techniques: Definitions and Examples | ||
|---|---|---|
| Technique | Definition | Example |
| Foot-in-the-door | An initial small request is made andaccepted. A large request, the targetrequest, is then made. | You are asked to sign a petition to support blooddonation. After you sign, you are asked to donateblood. |
| Low-ball | An initial request, the target request,is made, but only later are the fullcosts revealed. | You are asked to volunteer 20 minutes of your time.Only later is it revealed that the time will involve blooddonation, with accompanying needles and slight pain. |
| Legitimization-of-paltry-favors | Small favors are described asacceptable, although not d esired. |
A small donation to support blood donation, just$0.25, is acceptable, although a larger donationwould be appreciated. |
| Reciprocity | A request is made after a gift hasbeen given. | After receiving a cookie you are asked if you would bewilling to donate blood. |
| Door-in-the-face | A large request is made and refused.Then the target request is made. | You are asked if you could volunteer 2 hours a weekfor the next year. When you refuse, you are asked ifyou could spend just a half hour now donating blood. |
| That’s-not-all | A large request is made, but beforethe individual can refuse additionalincentives are added. | You are asked to donate blood, but before you say noyou are told you will get a cookie and a sticker andyour name will be published in the paper. |
| Scarcity | A potential customer is told that anitem will be at a certain price for alimited time, or that there is a limited supply. | On “Black Friday” a big box store offers TVs at halfprice but only until 10 a.m. |
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