combinations of passion, intimacy, and commitment result in various types of love Passion, intimacy, commitment Application 1: young couple Application 2: elderly couple tendency for an individual who denies an outrageous request to agree to a lesser one Denying outrageous requests for simpler Application 1: car salesmen (price) Application 2: the bank (loans) persuasion method that focuses on individuals that need to make a decision and who take into account random and consequential factors in order to arrive at a decision; usually, topic is of little importance to them Consequential persuasion method Application 1: voters Application 2: consumers persuasion method that focuses on individuals who have to make a decision and who take the time and effort necessary to gather all info & make well determined choices Factual persuasion application 1: college bound students application 2: someone looking to buy a vehicle natural(unconscious) tendency to imitate other peoples speech, inflections & physical movements Tendency to imitate others Application 1: bosses Application 2: elders process in which initial impression of someone or ourselves leads that person or ourselves to behave in accordance with that impression

1. Sternberg's love theory

combinations of passion, intimacy, and commitment result in various types of love
Passion, intimacy, commitment
Application 1: young couple
Application 2: elderly couple

2. Door-in-face strategy

tendency for an individual who denies an outrageous request to agree to a lesser one
Denying outrageous requests for simpler
Application 1: car salesmen (price)
Application 2: the bank (loans)

3. peripheral route to persuasion

persuasion method that focuses on individuals that need to make a decision and who take into account random and consequential factors in order to arrive at a decision; usually, topic is of little importance to them
Consequential persuasion method
Application 1: voters
Application 2: consumers

4. central route to persuasion

persuasion method that focuses on individuals who have to make a decision and who take the time and effort necessary to gather all info & make well determined choices
Factual persuasion
application 1: college bound students
application 2: someone looking to buy a vehicle

5. chameleon effect

natural(unconscious) tendency to imitate other peoples speech, inflections & physical movements
Tendency to imitate others
Application 1: bosses
Application 2: elders

6. self fullfilling prophecy

process in which initial impression of someone or ourselves leads that person or ourselves to behave in accordance with that impression.
Initial impression causes behavior accordance
Application 1: new students
Application 2: new coworkers