B RANDING , P ROPAGANDA , AND G ENERAL S ALES T ECHNIQUES Brinshay - PowerPoint PPT Presentation

S OCIAL I NFLUENCE OF B RANDING , P ROPAGANDA , AND G ENERAL S ALES T ECHNIQUES Brinshay C. King, Jarrod K. Murray, & Benjamin T. Pharr

W HAT I S A B RAND ?  A brand is a type of product manufactured by a company under a particular name  Brands can be associated with symbols or logos  Brands can be used to create a company’s personality

C LASSICAL C ONDITIONING  Classical conditioning can be thought of as learning by association  Classical conditioning allows consumers to pair their thoughts and feeling to a particular brand  Rarely does a company change a slogan that represents its brand

S TIMULUS G ENERALIZATION  Stimulus generalization is the tendency for stimuli that are similar to the conditioned stimulus to elicit a conditioned response  Brands such as Kleenex and Band-Aid can be associated with stimulus generalization

P ROPAGANDA  Information, ideas, or rumors deliberately spread widely to help or harm a person, group, movement, institution, nation, etc.  War propaganda is the most recognized form of propaganda  There are different types and techniques

P ROPAGANDA  War time propaganda:

P ROPAGANDA  Common techniques that will be researched:  Word Games  Name-calling  Glittering generalities  Euphemisms  False connections  Transfer  Testimonials

P ROPAGANDA  Common techniques that will be researched (cont.):  Special appeals  Plain folk  Bandwagon  Fear  Logical fallacies  Bad logical connections or propaganda?

S ALES T ECHNIQUES  Salesperson behavior  Mirroring  Foot in the door technique  That’s not all technique  Call to action  Authority

S ALES T ECHNIQUES  Commercial techniques  Slogans  Heuristics  Scarcity  Anchoring  Role of social status  Brand recognition  Ostracism  Group membership

P ROJECT G OALS  To discuss the psychological underpinnings behind branding, propaganda, and sales techniques  To create an interactive website, including various examples, links to research, and multimedia, to explore the use of psychology in our areas of research  To provide a resource for students and faculty who are either well acquainted with social psychology or those who are exploring social psychology for the first time