Monday, December 06, 2004

12 4

Roloff 12 4

The last day ought to be fun, so Roloff will talk about tricking people into doing things. Some are illegal; most are questionable in their ethics.

The Foot in the Door Technique: If I want you to do something, I should first ask you for something small, then ask for something larger. If you give a first yes, the second yes will come easier. 4 conditions. Called housewives: first group was asked if they’d be willing to give information about household products; second was asked if they would give the information at a later date; third asked 10 easy questions. In another week, all are called and read a statement that asks if they will allow 5 or 6 men to examine the house and list all products. If the women answered the 10 questions, 53% said yes to the home invasion. Group 2, 33% said yes to home invasion. Group 1, 27% said yes. 22% with no prior contact allowed the home invasion.

Another study, knocked on doors, claimed to be a safe driving committee, asked to put card in door; a beautification group asked the same. Another group was asked to stuff envelopes for either group. In a week, safe driving group asked all of them to put an ugly sign on lawn, which required a hole be dug in yard. If a different group and different group, 48% complied, different task same group, 48% did; different task same group, 48% complied. Same task same group, 75% complied. 48% is significant; the reason is a self-perception phenomenon; if I am the type of person that does this sort of favor, I will do both tasks. Incentives, like money, made some less likely to comply; self-image was more compelling.

Limitations: There must be a delay between the first and second requests, so that demands don’t appear to be too great all at once.

No one has been able to duplicate these results since this study.

Door in the Face Technique: Make a large request, then ask for less when turned down. University students asked to work 2 hour/week job for two years as a “big brother” to juveniles center residents. Second was serving as a chaperone for same kids on a single occasion. 50% volunteered under theses circumstances. Asking the two options as an either/or got 25%, asking only for chaperone opportunity was 17%. Why does it work? Explanations: It’s like a negotiation…probably not valid. The second request seems more reasonable after the second…doesn’t work. Fear of looking bad if turndown the second option…doesn’t work. Door in the face is motivated by Guilt, and only works when a pro-social cause is promoted. Time span, unlike foot in the door, requires requests to occur in the same conversation. Door in the face, must be the same source.

Which is more effective? Foot in the door condition: asked college students to take a card with blood donation group logo and display it somewhere. Most did; second request was become long-term blood donors, give blood every 2 months for 3 year, all turned them down. The critical request was participation in annual blood drive, asked to give one unit.

For door in face, 50% complied to request to give blood. In foot in door, 32% complied; same 32% if asked without any technique. Door in face, 39% who said they would did show up, for foot in door, 10% actually appeared. Critical request, ask only, 35% of those who agreed showed up.

Multiple De-escalating Request Strategy – Establish categories of giving, ask starting with highest category, kept asking through a $25 gift. Did the technique work? Higher giving when the technique was used, rather than a general request for giving.

Foot in the mouth technique: The theory is that rapport must be established in order to get money. Asked people in call how they were doing vs. call with only pitch. Fewer gave when asked how they were doing (10%), 25% gave on pitch only. It depends on how they are feeling; people feeling shitty were less likely to give than those who felt poorly.

The lowball technique – illegal – done with car sales. Hot car is displayed, people look and are asked if they’d like the car. The salespeople say that dealing is happening, and they take customers to office where list of amenities the customer claims not to want is marked off to reduce the price; deal is run by the sales manager, who yells at salesperson and gives bottom-line price. Consumers often buy the car under these circumstances. The key component is getting a commitment, then raise the price; commitment is the kicker. What about commitment seals the deal? Was it commitment to task (car deal) or commitment to salesperson? Commitment to the salesperson who put him or herself on the line for customer got the customer to accept the deal.

Cousin to lowball – The Lure – Similar to bait and switch, an ad for a too-good-to-be-true deal is placed, product that was advertised is not so great, but a more expensive product, which is better, is offered. This is an effective way to sell the other product, hard to prove illegal.

The Incidental Similarity effect – assumes that we have an affinity toward those who are like us (e.g. People with similar names are drawn to each other). Established similarity between two people on a trivial thing like a name, studied whether it would be easier to sell raffle tickets to people with similar name; it was. The similarity must be unique, e.g. can’t be first name like Mike, but last name like Roloff.

The Dialogue Technique – Before you ask someone for something, chit-chat helps get them to comply. A Monologue vs. Dialogue: did either make someone likelier to donate to a charity? Dialogue worked better than monologue, since person asked participated in the conversation.

The Name Calling Technique – At Ohio State, called people in Columbus at random, told that they were known as kind and caring; second condition, person was known as an unkind and uncaring person. A third were just asked to collect door to door for the charity. When all were asked to go door to door for the charity, people wanted to convince the charity that they were good, so insult was best motivator. The best way to motivate people is to make them feel badly about themselves or point out an inconsistency in their behavior; study done with women who failed a gender roles mindbender; those who weren’t pro-women’s rights weren’t affected, but those who were pro-women’s rights were likelier to give or sign up for women’s group.

Listing Technique – Solicitor showed a list door-to-door, others who give to a cause in the neighborhood who were known to the solicited motivated others to give; unrecognized named didn’t work as well. Could give max, less, or average; average was most common gift.


Fear then Relief Strategy – Arousal level rises with fear; when the thing fears doesn’t happen, we feel relief. Study gave some tickets, some warnings in a parking lot; those who only got warnings were likelier to give money. In a related study, cookies were given to a group, then an unrelated groups asked for money. Cookies made people likelier to give money. In a phone booth, those who find quarter in change slot were likelier to mail a lost letter found in the booth; when a stamp was lacking, the quarter in the slot made people likelier to buy a stamp for the sender of the lost letter.

Can people be made to feel guilty? The effects of guilt - College students were brought into a room and given computer cards, and told not to mess with the cards. A false leg on the table messes up the cards, and the experimenter enters as the students tried to help…asked students if they’d be willing to be in the study, they were more likely. If they were exposed to the person whose cards they had messed up, they were less likely to participate in the study due to fear. Another study, student was asked to watch a radio for another student who went to the bathroom; confederate steals the radio, student asked to watch the radio buys lunch for the victim, who says he is out of money. The second condition the subject stops the theft, doesn’t buy lunch for the poor victim, because good deed is already done. Messages of guilt will motivate people to do what they can to feel better about themselves. Unsolicited gifts will make a person likelier to comply to a request. Is this because of a social exchange notion of indebtedness, or liking people who are nice to you? Niceness, liking someone helps persuade people to comply.

Ways to phrase requests:

Pique Technique – People have rejection scripts or dialogues, one has to break up the rejection script. College students dressed as homeless, made scripted or unscripted requests; scripted were “you go any spare change?” unscripted were “do you have seventeen cents?” A scripted request got a scripted rejection response; a request for seventeen cents got a quarter.

“Even a Penny Will Help” Technique – We’d like you to give, even a penny will help. This works; the average amount of gift doesn’t rise, but more will give. Why? Giving change makes people feel cheap, asking for a penny will takes that feeling away, legitimize a gift of change. “Even a dollar will help” didn’t work because giving a bill exposes a wallet, whereas change can be taken out of a pocket. Even a penny will help doesn’t work via mail, only in person.

Gender – Women who ask for help are likelier to get it than men who ask. A presentation using many appeals to request gifts made by men and women; helplessness and good cause appeals used. Women more effective with helpless appeal; men with same appeal were the least effective group. Women are likelier to hang up on another woman than are men, but everyone will hang up on the man solicitor. Another study, 3 AM call, two scripts: first says sorry, I didn’t mean to do that to you, please don’t be mad at me babe, I love you, don’t leave me, et al; second says you have some nerve, who do you think you are, it’s over, et al. If it was a male voice, people hung up. If the voice was female, she was let finish.

Powerless speech includes tag questions like, “it was really cold out there, don’t you think?” seeks approval, also includes hedges, like, “it was really cold, but what the hell do I know?” and qualifiers, like, “it’s kind of cold.” Linda Carly got men to convince men, women to women, and men to women. If a man tries to convince a man, powerful speech is used; same with woman to woman and man to woman. When a woman tries to convince a man, she speaks powerlessly. She also found that a more powerfully spoken man would be likelier to convince a man or woman, as would a woman convincing a woman. Powerless speech by women was likelier to persuade a man, because such women are smarter and more likeable.

How to get people to buy things?

Was physical attractiveness important in selling a gym membership and stocks? Physical attractiveness matters as long as the product is related to physical attractiveness.

Similarity vs. Expertise – study done in a mall, selling disk washer, demonstrator asks what kind of music the person likes; the personal will either like whatever the customer likes, or doesn’t like anything, but puts it on. At times, the salesperson fumbles or appears adept at using the product. Customer buys from similar expert most often; similarity is more important, a salesperson with similar taste but fumbles does better than the salesman who doesn’t like the music but handle the product expertly.

The “That’s Not All” technique – If you call right now, you’ll get free shipping! The technique works before the consumer can respond to the initial offer, but not if the consumer has already responded; a sense that the consumer got a “deal” was essential.

The “Disrupt then Refrain” technique – If the price was 300 pennies rather than 3 dollars, consumer thought was clever, so more likely to buy.





Tipping


Study done with servers, touching shoulder worked for half the sample; woman touching a man increased the tips most significantly. A brushing against shoulder also increased tip, as did “accidental” hand contact. Kneeling down at eye level to take an order increased tips. “Mimicking study” – server repeated order immediately after it was given increased tips, seen as rapport building/care for customer.

Credit card logo leads on bill leads to higher tips; credit cards set off proclivity to spend. “Standards for tipping” guides that prescribe but don’t demand tip amounts increases the size of the tips. Customer’s feelings before dining affect tips more than quality of service.

Advertisements

A lot of opinion and not much data on whether product placement in movies/tv is effective; consumers think it gives sense of realism to movie or tv. We pick out product/brand under two conditions: if the brand is written into the script, or a prominent visual placement. The impact is limited; the audience won’t run out and buy the product, but will be likelier to go to the fridge if they have the product available.

Humorous ads – study indicate that humor doesn’t affect attitude toward product, though the consumer may appreciate the ad. A longitudinal study found that best-recalled Super Bowl ads were the funniest.

Sex – Decorative model who stands and presents the product. This does sell, people like ads with decorative models, and these ads are recalled better. Another second factor studied was sexual humor; men respond well to it. The third sexual cue was sexual suggestiveness; women favor sexual suggestiveness.

Shock ads – made to violate expectations, push the envelope of appropriateness, include things that disgust, anger or surprise us. What effect do shock ads have? They draw attention and increase awareness, and initial disgust dissipates with repeated viewings.

Subliminal Advertising – The most overrated of all of the advertising effects. Subliminal messages to buy theater concessions study is an urban legend. Subliminal effect is difficult to create. Some people can see subliminals and some can’t; and one must be paying close attention to the screen in order to get the message, so they are often missed. Subliminals also have different levels of saliency; “eat popcorn” only popcorn might be missed. Subliminal might only reinforce an urge; a thirsty person might respond to a subliminal, but an un-primed person might not or if there is no Pepsi in the house.

4 Comments:

Blogger mattdp59fltheo said...

Hot News From The Automotive Lending Industry!!

+++++++++Current Profile+++++++++
InterFinancial Holdings, Corp (IFLH)
Current Price $0.036
+++++++++++++++++++++++++++++

Is this an undiscovered gem priced to go higher!!
Please read the following Announcement in its Entirety and Consider the Possibilities�
Watch this One to Trade!

IFLH announces Senator David Cain has joined its Board of Directors!!

IFLH volume trading is beginning to surge with landslide Announcement. The value of this
stock appears poised for growth! This one should not remain on the ground floor for long.

BREAKING NEWS!!
InterFinancial Holdings, Corp. (OTC Pink Sheets: IFLH - News) announced that they have added
David Cain to their board of directors. David Cain is currently the Chairman of the advisory
board to TTI (Texas Transportation Institute). Senator Cain represented Senate District 2 for
eight years in the Texas Senate and Chaired the Senate State Affairs Subcommittee on
Transportation and served nine terms in the Texas House of Representatives for District 107.

During his twelve years as Chairman of the House Committee on Transportation, Senator Cain�s
efforts on behalf of the people of Texas have been widely recognized. He was named to Texas
Monthly Magazine�s list of Ten Best Legislators, the Dallas Morning News said he was one of
the outstanding legislators of the 73rd session, and the Texas Department of Transportation
awarded him the Russell H. Perry Award in 1995 for his efforts to gain public awareness of
the need for and benefits of transportation facilities in the State of Texas.

Jeffrey C. Bruteyn, Managing Director, stated, We at InterFinancial are proud to have such a
widely recognized Senator join our board and oversee out automotive lending division. His
affiliations and connections to the automotive industry will be invaluable to our company.
Senator Cain will be instrumental in expediting our approval to use a government issued Seller
Finance License.

Seller Finance Licenses are very difficult to obtain and are usually reserved for the Big Boys
with heavy lobbyists. These licenses are highly coveted because it allows the finance company
to collect the entire down payment, instead of paying a portion of it to the taxing authority.
This dramatically helps a finance company�s bottom line if the buyer defaults on the loan.

With the new GPS tracking systems being installed on every car to dramatically improve
repossessions and with Senator Cain on the Board of Directors, InterFinancial Holdings
is ready to take their business to the next level.

Conclusion:

The examples above show the Awesome, Earning Potential of little known Companies
That Explode onto Investor�s Radar Screens. This stock will not be a Secret for long.
Then You May Feel the Desire to Act Right Now! And Please Watch This One Trade!!
GO IFLH!

All statements made are our express opinion only and should be treated as such. We may own,
take position and sell any securities mentioned at any time. Any statements that express or
involve discussions with respect to predictions, goals, expectations, beliefs, plans,
projections, objectives, assumptions or future events or performance are not statements of
historical fact and may be "forward looking statements." Forward looking statements are based
on expectations, estimates and projections at the time the statements are made that involve a
number of risks and uncertainties which could cause actual results or events to differ materially
from those presently anticipated. This newsletter was paid four thousand dollars from a party
(IR Marketing). Forward looking statements in this action may be identified through the use of
words such as: "projects", "foresee", "expects". in compliance with Section 17(.b), we disclose
the holding of IF LH shares prior to the publication of this report. Be aware of an inherent
conflict of interest resulting from such holdings due to our intent to profit from the liquidation
of these shares. Shares may be sold at any time, even after positive statements have been made
regarding the above company. Since we own shares, there is an inherent conflict of interest in
our statements and opinions. Readers of this publication are cautioned not to place undue reliance
on forward-looking statements, which are based on certain assumptions and expectations involving
various risks and uncertainties that could cause results to differ materially from those set forth
in the forward- looking statements. This is not solicitation to buy or sell stocks, this text is
for informational purpose only and you should seek professional advice from registered financial
advisor before you do anything related with buying or selling stocks, penny stocks are very high
risk and you can lose your entire investment.

August 15, 2005 at 12:49 PM  
Blogger edwardmiller92836966 said...

I read over your blog, and i found it inquisitive, you may find My Blog interesting. My blog is just about my day to day life, as a park ranger. So please Click Here To Read My Blog

http://www.juicyfruiter.blogspot.com

January 9, 2006 at 4:29 AM  
Blogger edwardprice94055293 said...

I read over your blog, and i found it inquisitive, you may find My Blog interesting. So please Click Here To Read My Blog

http://pennystockinvestment.blogspot.com

January 31, 2006 at 3:59 PM  
Blogger lisawarner6374278160 said...

Get any Desired College Degree, In less then 2 weeks.

Call this number now 24 hours a day 7 days a week (413) 208-3069

Get these Degrees NOW!!!

"BA", "BSc", "MA", "MSc", "MBA", "PHD",

Get everything within 2 weeks.
100% verifiable, this is a real deal

Act now you owe it to your future.

(413) 208-3069 call now 24 hours a day, 7 days a week.

May 11, 2006 at 10:17 PM  

Post a Comment

<< Home