Persuasive Social Influences

Social influence can be described as a technique to affect the ideals of others in order to gain compliance. Different ways to gain compliance is done by influencing others behaviors, emotions and opinions. In everyday society individuals are exposed to thousands of different persuasive attempts. There are a variety of techniques used in persuasive endeavors. One specific technique of social influence is the fear-then-relief tactic (Dolinski et al., 1998). This can be described as a persuasive attempt that elicits fear followed by relief in order to further enhance compliance. Once fear is present this tactic utilizes the temporary state of uncertainty in order to further the individuals susceptibility to persuasive attempts. The individual

These are rise, peak, and decay (Dillard, 2004.) When talking about fear as a method of compliance gaining, it is especially important to note that individual differences in the underlying physiological systems (Dillard, 2004). Specifically, these can be found in the behavioral-approach system, and the behavioral-avoidance system (or BAS, and BIS). The BAS is essentially what drives us to seek pleasurable reinforcements, and is especially active in people one would label as extraverts. The BIS is the avoidance-component of the personality, and tends to lead these introvertedly driven people to avoid stimuli, as it has more of a noticeable overwhelming effect on these people. Thus, it is important to keep in mind when using fear as a persuasive technique that sometimes lower levels of fear are more effective, and sometimes higher are more

Dolinski and Nawrat (1998) explain that fear is related to the bad cop continually yelling and degrading the suspect. A brief moment of uncertainty is contrasted by the unexpected relief of the good cop entering, which results in an unexpected decrease in fear. This renders the suspect more vulnerable, leaving them to unconsciously and automatically confess due to the impaired cognitive functioning. The suspect begins focusing on the origin of the fear in the bad cop instance, which provokes a specific action program of emotions. When the good cop enters the suspect is disoriented, having them act