{"id":3544,"date":"2017-12-03T20:56:35","date_gmt":"2017-12-03T19:56:35","guid":{"rendered":"http:\/\/psicopico.com\/?p=3544"},"modified":"2017-12-03T20:56:35","modified_gmt":"2017-12-03T19:56:35","slug":"tecnicas-influencia-social-basadas-compromiso-la-coherencia","status":"publish","type":"post","link":"https:\/\/psicopico.com\/gl\/tecnicas-influencia-social-basadas-compromiso-la-coherencia\/","title":{"rendered":"T\u00e9cnicas de influencia social basadas no compromiso e a coherencia."},"content":{"rendered":"Espert\u00e1monos polas ma\u00f1\u00e1s influenciados desde a primeira mensaxe que lemos en Whatsapp: “Bos d\u00edas! Quedamos hoxe para almorzar?”.\u00a0<\/em>De s\u00fapeto, toda a planificaci\u00f3n de tarefas que ti\u00f1as pensadas para o d\u00eda ven influ\u00eddas por unha inocente mensaxe e pensas:\u00a0“Deber\u00eda quedar, onte convidoume a un caf\u00e9”<\/em>. Cando recibimos unha mensaxe de tipo persuasivo o receptor do mesmo pode facer d\u00faas cousas: procesalo racionalmente<\/strong> ou deixarse levar por heur\u00edsticos\u00a0 (quen o di, como o di, para que o di, onde o di, por que o di…). Entre estes dous extremos de pensamento at\u00f3pase a probabilidade de elaboraci\u00f3n dunha mensaxe<\/strong>.<\/p>\n

Unhas veces tomaremos a decisi\u00f3n correcta e noutras non tanto, unhas veces a comunicaci\u00f3n \u00e9 con intenci\u00f3n de influenciar e noutras non pero \u00e9 conveniente co\u00f1ecer os mecanismos para que cando a intenci\u00f3n sexa manipularnos para realizar algo que realmente non queremos podamos reaccionar a tempo e de maneira asertiva<\/strong><\/a>.<\/p>\n

>> Artigo relacionado: A persuasi\u00f3n e os seus principios de influencia social.<\/a><\/p>\n

T\u00e9cnicas de influencia social: compromiso e coherencia.<\/strong><\/h2>\n

Existen seis principios b\u00e1sicos de influencia social dos cales xa falamos nun artigo anterior:<\/strong><\/a>\u00a0reciprocidad, escaseza, validaci\u00f3n social, autoridade, simpat\u00eda e compromiso.\u00a0<\/strong>Neste artigo imos falar dalgunhas t\u00e9cnicas que utilizan este \u00faltimo principio de compromiso e coherencia<\/strong>.<\/p>\n

A coherencia forma parte da nosa personalidade e \u00e9 un aspecto valorado como positivo pola sociedade. Ter coherencia nos teus actos relaci\u00f3nase cun bo sentido da l\u00f3xica e cunha personalidade estable, sincera e sobre todo racional. Normalmente, unha persoa que fai cousas non coherentes e ten falta de compromiso \u00e9 considerada como m\u00e1is superficial, menos intelixente e mesmo m\u00e1is d\u00e9bil e indecisa.<\/p>\n

Manter unha coherencia nos nosos actos mot\u00edvanos a manter os nosos comportamentos estables, a manter os nosos costumes. Isto pode ser unha arma de dobre f\u00edo cando recibimos unha mensaxe con intenci\u00f3n de influenciar. O motivo \u00e9 sinxelo, si cons\u00e9guese un compromiso previo m\u00ednimo \u00e9 m\u00e1is sinxelo que a persoa acceda a un maior para seguir sendo coherente co seu comportamento.<\/p>\n

>> Artigo relacionado: Resistencia \u00e1 persuasi\u00f3n ou como evitar ser manipulados<\/a>.<\/p>\n

\u00c9 dicir, no exemplo do caf\u00e9<\/strong><\/a>, si accedes a tomar o caf\u00e9 (asumes compromiso) pero logo chegas e con quen quedaches diche de facer outra actividade diferente (ir de compras, por exemplo) \u00e9 m\u00e1is sinxelo que accedas que si de primeiras diche realizar a tarefa menos desexada (es coherente coa actitude de quedar con esa persoa). Este \u00e9 un exemplo moi b\u00e1sico e \u00e1 vez moi com\u00fan pero p\u00f3dese extrapolar a grandes campa\u00f1as de mercadotecnia, por exemplo cando contratas unha li\u00f1a de tel\u00e9fono b\u00e1sica e terminas comprando m\u00e1is servizos que non ti\u00f1as nin pensado.<\/p>\n

Existen tres t\u00e9cnicas de influencia social relacionadas co principio de compromiso e coherencia:<\/p>\n

T\u00e9cnica do “p\u00e9 na porta”.<\/strong><\/h3>\n

Esta estratexia \u00e9 a que se utilizou no exemplo do punto anterior co caf\u00e9. A t\u00e9cnica do p\u00e9 na porta consiste en solicitar \u00e1 persoa \u00e1 que queremos influenciar un pequeno compromiso que non sexa demasiado custoso para ela (tomar un caf\u00e9) para que non se negue a adquirir ese compromiso a pesar de que non sexa o obxectivo final da nosa mensaxe. Unha aceptada a petici\u00f3n p\u00eddeselle outro compromiso maior (ir de compras). Si a persoa n\u00e9gase a adquirir ese novo compromiso poder\u00edase mostrar como algu\u00e9n incongruente polo que acepta a solicitude motivada polo desexo de mostrarse como unha persoa coherente. Cando o compromiso real\u00edzase en p\u00fablico e de forma libre se maximiza a s\u00faa eficacia.<\/p>\n

Esta t\u00e9cnica \u00e9 oposta \u00e1 de “portada na cara” que utiliza o principio de reciprocidad. Na t\u00e9cnica de portada na cara consiste en realizar unha petici\u00f3n elevada e cando \u00e9 rexeitada realizar unha menor que realmente si era o noso obxectivo inicial. Bas\u00e9ase na concesi\u00f3n mutua, posto que eu ced\u00edn na t\u00faa pretensi\u00f3n ti has de ceder na mi\u00f1a.<\/p>\n

Legitimaci\u00f3n de favores insignificantes ou “un penique \u00e9 suficiente”.<\/strong><\/h3>\n

Esta t\u00e9cnica \u00e9 a m\u00e1is utilizada para a captaci\u00f3n de fondos en organizaci\u00f3ns ben\u00e9ficas. Est\u00e1 baseada no principio de compromiso e coherencia consiste en realizar unha petici\u00f3n mesmo rid\u00edcula pero fac\u00e9ndolle saber que esa pequena achega \u00e9 moi importante. Por exemplo, cando unha campa\u00f1a de recollida de alimentos solicita 1 kg. de arroz a maior parte da xente achega m\u00e1is apelando \u00e1 s\u00faa propia autoconcepto<\/strong> xa que nos percibimos como un avaros si non achegamos m\u00e1is. \u00c9 eficaz porque a persoa achegar\u00e1 m\u00e1is do que realmente se pide.<\/p>\n

>> Artigo relacionado: Mellora a t\u00faa autoestima, fonte do noso benestar persoal<\/a><\/p>\n

Noutro \u00e1mbito, \u00e9 a mesma estratexia que se usa nos famosos crownfounding <\/em>para conseguir financiar proxectos. Ou tam\u00e9n, \u00e9 no caso das promoci\u00f3ns de cadeas de comida r\u00e1pida que che ofrecen unha hamburguesa por 1\u20ac, o m\u00e1is probable \u00e9 que acabes pillando outra cousa a maiores. Sobre todo si est\u00e1s con xente e en p\u00fablico, para evitar que che chamen cutre.<\/p>\n

T\u00e9cnica da “b\u00f3la baixa”.<\/strong><\/h3>\n

Por \u00faltimo, outra t\u00e9cnica que se basea no principio de influencia social de compromiso e coherencia \u00e9 a t\u00e9cnica da b\u00f3la baixa.\u00a0Esta t\u00e9cnica consiste en tentar convencer \u00e1 persoa de que se decida a realizar unha determinada conduta e unha vez tomada esa decisi\u00f3n e adquirido o compromiso empeorar as condici\u00f3ns iniciais. Establ\u00e9cese un acordo sobre unhas bases e ret\u00edranse ou modifican a posteriori.<\/p>\n

Por exemplo, cando ves o anuncio dun coche moi interesante a un determinado prezo pero unha vez comprometido a compralo o vendedor argumenta que non hai ese coche en stock pero te\u00f1en outro parecido dispo\u00f1ible, un pouco m\u00e1is caro. Como adquirimos o compromiso de compra, ser\u00e1 m\u00e1is f\u00e1cil o aceptar as novas condici\u00f3ns, a\u00ednda que non sexan igual de favorables.<\/p>\n

Segundo alg\u00fans estudos, parece ser que a t\u00e9cnica de b\u00f3la baixa \u00e9 m\u00e1is efectiva que a de p\u00e9 na porta. Ademais, se ha comprobando que canto maior sexa o esforzo previo adquirido mellores resultados obt\u00e9\u00f1ense.<\/p>\n

E ti, poder\u00edas identificar algunhas destas situaci\u00f3ns nas que che viches influenciado?<\/p>\n

_<\/span><\/p>\n

Referencias:<\/span><\/p>\n

Morales, J.F., Huici, C Moya, M., Gaviria, E., L\u00f3pez-S\u00e1ez, M. Nouvilas, E. (2003).\u00a0Psicolog\u00eda Social<\/em>. Madrid: McGrawHill\u00a0<\/span>","protected":false},"excerpt":{"rendered":"

Espert\u00e1monos polas ma\u00f1\u00e1s influenciados desde a primeira mensaxe que lemos en Whatsapp: “Bos d\u00edas! Quedamos hoxe para almorzar?”.\u00a0De s\u00fapeto, toda a planificaci\u00f3n de tarefas que ti\u00f1as pensadas para o d\u00eda ven influ\u00eddas por unha inocente mensaxe e pensas:\u00a0“Deber\u00eda quedar, onte convidoume a un caf\u00e9”. Cando recibimos unha mensaxe de tipo persuasivo o receptor do mesmo […]<\/p>\n","protected":false},"author":1,"featured_media":3723,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"_joinchat":[],"footnotes":""},"categories":[24,8],"tags":[494,10,9,11,13,12,493],"class_list":["post-3544","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-neuromarketing","category-social","tag-influencia","tag-marketing","tag-persuasion","tag-psicologia","tag-publicidad","tag-social","tag-tecnicas"],"yoast_head":"\nT\u00e9cnicas de influencia social basadas no compromiso e a coherencia. - PsicoPico<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/psicopico.com\/tecnicas-influencia-social-basadas-compromiso-la-coherencia\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"T\u00e9cnicas de influencia social basadas no compromiso e a coherencia. - PsicoPico\" \/>\n<meta property=\"og:description\" content=\"Espert\u00e1monos polas ma\u00f1\u00e1s influenciados desde a primeira mensaxe que lemos en Whatsapp: “Bos d\u00edas! 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