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Reciprocity 2, liking & using emotions - Liking

4 important questions on Reciprocity 2, liking & using emotions - Liking

What is the effect of a good cop and a bad cop (in a movie)?

Contrast principle: good cop will look especially reasonable and kind.
Reciprocity: return favor of good cop.
liking: someone is on your side, working with you and therefore is very favorable.

You won't use this right away, but you can use it in campaigns in other ways. You present the person doing the request in a reference to somebody else as a more likable person.

What is the halo-effect? (phsysical attractiveness)

One positive characteristic of a person dominates the way that person is viewed, on other caharacteristics as wel (kindness, intelligence, etc.). They are also more persuasive.

What do people do when there is a similarity with someone they like?

In a restaurant: the tips are higher when the waiter literally repeated the order of the customer.

repeating increases liking, but also stimulates a person to talk.

mimicracy: copying the posture and behavior of a person to be liked more and feel that the interaction goes more smoothly. Besides that, people get a higher trust.

What is the effect of contact and coorperation (brief interactions)?

More contact can increase liking. Just a brief interaction every now and then is enough. This is increased by introducing yourself, a gentle touch, asking how someone feels or just sitting in a room with a person. → we like people that are familiar to us.

HOWEVER
it doesn't always have a good effect. No understanding, conflict of frustration leads to less liking.
You can add cooperation by giving people a similar goal when they are together to work on together. This makes them equal and increases social bonds and liking.

The question on the page originate from the summary of the following study material:

Social Influence

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