Psychology: Labeling Theory, Sequential Persuasion, Action Speaks the Loudest, Look me in the Eye Persuasion

Running Head: Psychology
Psychology

Psychology 1
Power of Labeling
This theory provides a sociological approach which focus on the role of social labeling in the
growth of development and deviance. This theory assumes that deviant behavior’s inception can
be from different condition. Once, when the humans are labeled or define as deviants, they face
problems which start from the self reactions and others to negative stereotypes which are
attached to the deviant. Such obstacles might give rise to the likelihood of criminal minds and
behaviors which can become stable. Lemert said that deviant behavior might become the means
of defense, adaption or the attack for the problems which are created by deviant labeling. Hence,
being labeled by others as a criminal offender might activate the process which tends to make the
involvement in crime, behavioral patter and t he psychological conditions stable which existed
before labeling (Townsend, Stillings and Murphy). There was a modified theory of labeling as
well which described as sophisticated social psychological model of why label matters. In the
year 2000, results were out after the study of two years about the patients. That study showed
that stigma was powerful force in those people’s lives and they had experienced social rejection
which gave them stress. This stigma was linked with the low motivation and the ability to come
back in the mainstream society (Scimecca). Self esteem was also sometimes up and sometimes
down. Constant struggle and stress existed in their lives. This theory ultimately depicts as to how
ill or how well the patient is.
Sequential Persuasion: Door in the Face Tactic
The door in the face tactic is a kind of persuasive strategy of sending the message. This was
introduced in 1975 by Cialdini. DITF works by getting a no in an answer at first and then getting
a yes. When the first request is rejected by the other person, the rejecter might feel guilty about
the rejection and then starts fearing rejection as a result. The second request then allows them the
chance to revert back to that guilt and mitigate threat to social rejection. Hence, the person who
makes the request is actually making an exchange of concession of belonging. For example:
When a salesperson goes to sell the product that he is selling, the usual first answer is no but

Psychology 2
when asked vulnerably so that the guilt feeling arises in the rejecter, then the second answer is a
yes in most of the chances (Feeley, Anker and Aloe). This theory works because:
 Size of the Request: Usually the first request looks like it is large and hence, guarantees
rejection by person being persuaded but still not so large that it is undoable.
 Prosocialness of Request: In case if it is used in self service then it might not be very
effective but still can increase compliance by 17% when it is used in some voluntary
purpose.
 Time between Requests: If conformity is to be increased, the gap between the first and
the second request should be less so that the guilt is fresh in the mind of the person who
rejected the request.
 Who is at Door: To make sure that the fairness exists, exchange oriented people always
have the previous data to what they owe to others and vice versa. This theory is most
effective (Dillard, Hunter and Burgoon).
Action Speaks the Loudest
Persuasion is concerned with the beliefs, attitudes, motivations, behavior and the intentions that
are changing. And compliance is restrictive which critically refers to the person’s changed
behavior over his obvious behavior. Compliance gaining is the concept which deals in the
interpersonal and face to face contexts instead of one to many. The focus is usually on the sender
instead of the receiver while the older or the traditional research is connected with itself by
identifying the strategies which are more effective. Compliance gaining identifies the strategies
which are mostly used by the persuader (Wiebenga). This research also informs the ways people
use when they really want something. The strategies which can be used to persuade people are:
 Dominance: A boss can dominate his subordinates easily as he has the power to do it.
 Intimacy: People can be easily persuaded with the help if the emotional attachment that
people share as they are intimate and concerned about their relationship.
 Resistance: There are strategies which are resisted by the persuader. These strategies are
most likely resisted and not be used instantly.