Apply normative and informational influence, distinguish persuasion routes, identify compliance techniques, and explain conformity in social situations.
Rayce is exploring the idea of using online videos to sell his line of custom-made skateboards. While his friend is making a video of him performing tricks at a local skate park, a large crowd forms to watch. Each time Rayce successfully completes a trick, the crowd loudly applauds and yells, showing their approval.
Part B Later, Rayce puts the video of himself online, complete with bright graphics and fast-tempo music. He quickly gains new customers for his business by allowing people to try his skateboard free for an hour.
Explain how each of the following relates to the effectiveness of this sales campaign.
- Divergent thinking
- Peripheral route to persuasion
- Reciprocity norm
Peripheral route to persuasion
response must indicate the campaign used attention-grabbing elements.
Acceptable explanations include:
- Rayce uses graphics and music in his video to persuade people to buy his
skateboards.
- Customers are persuaded to buy the boards by the cool soundtrack in the video.
Unacceptable explanations include:
Responses that refer to central route to persuasion or specific information (e.g., facts,
statistics, logic, details) about the skateboard.
- Rayce informs people about a study that was conducted that showed that his
skateboards allow skaters to jump three inches (on average) higher than they
normally do when performing an Ollie.