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Psychological Analysis and the Psychology of Sales Technique

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Introduction

´╗┐Zakeel Muhammad Unit #1 Test Biological level of analysis: One principle that defines the biological level of analysis is that behavior can be inherited. This L.O.A assumes that people may have genetic predispositions towards particular behaviors. One major way of researching this principle are twin studies. The most known research study being the Minnesota Twin Study. The conclusion of this study was that identical twins(even when separated) were extremely similar in terms of personality, interests, and attitude. Cognitive level of analysis: One ethical consideration related to once research study was Consent on Milgram?s 1963 experiment on obedience to authority figures. Consent refers to the face that participants must be informed about the actual study and the nature of the study in addition to agreeing to participate. ...read more.

Middle

An example of this would be if a solicitor asked a bystander to sign a petition. This is a pretty modest request that takes a short period of time. Weeks later, this same solicitor could ask the bystander to make a donation for the cause of the petition in which he or she signed weeks earlier. This is an example of foot in the door because the solicitor goes from a small request to a bigger request. A supporting study of foot in the door would be Sherman?s 1980 study. Sherman asked volunteers to spend 3 hours collecting for the American Cancer Society. Three days later, a second experimenter called the same people and actually requested help for this organization. Of the people who responded to the earlier request, 31% agreed to help, which was much higher than the 4% of a similar group of people who were approached directly with the second request. ...read more.

Conclusion

The supporting study of this compliance technique is one done by Cialdini in 1978. He sked students whether they would participate in a psychology experiment that started at 7 in the morning and, like expected, most people refused. He then asked another group of people if they would participate in a psychology experiment without giving a time and many of them agreed. Later, they were told that it started at 7am and they could drop out if they wanted to, yet 95% of the people still showed up. An explanation of why this occurs can be found in something called Cognitive dissonance theory. This theory states people want their attitudes and behaviors to be consistent of each other. It applies because due to them already agreeing to participate in the experiment their attitude and behavior were not negative at the early start time of this experiment. ...read more.

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