Compliance Techniques

Context for human relationships: Sociocultural content

Define the term compliance

• A form of social influence where an individual behaves in response to a request, even if they may not peronally agree with the request.

• Does not involve authority or coercion.

Define the term compliance techniques

• Psychological strategies used to increase the likelihood that someone will accept a request.

• Exploit social norms, congitive biases or emotional triggers to influence behaviour.

What are the two compliance techniques?

1. Foot-in-the-Door Technique (FITD)

2. Reciprocity Norm Technique

Define the Foot-in-the-Door Technique

• Making a small initial request that is likely to be accepted, followed by a larger, more demanding request.

Why does the Foot-in-the-Door Technique work?

Agreeing to the small request increases the likelihood of compliance with the second, larger request due to the desire for consistency.

How can the Foot-in-the-Door Technique be used in the long term?

• Gradually shift behaviours.

• Building up to more regular or demanding responsibilities.

Outline a study investigating the Foot-in-the-Door Technique

Name	Freedman and Fraser (1966)
Aim	To evaluate the Foot-in-the-Door Technique.
Procedure	Participants were asked to sign a small petition supporting safe driving. Later, thet were requested to display a large “Drive Safely” sign in their from yards.
Result	Participants who agreed to the small request were significantly more likely to comply with the following, larger one.
Conclusion	Foot-in-the-Door Technique exploits congnitive bias to influence behaviour. Initial fullfilment of request creates a sense of commitment and consistency, making individuals more likely to comply with the requests that follow.

Define the term reciprocity norm

A social expectation that people will return favours or acts of kindness.

Why does the Reciprocity Norm Technique work?

• When a person acts beneficially, other feel a social obligation to respond in kind.

• Leverages the reciever’s sense of obligation and fairness.

How can the Reciprocity Norm Technique be used in the long term?

• Encourage cooperation in group settings.

• Lead others to feel compelled to reciprocate favours, creating a cycle of prosocial behaviour.

Outline a study investigating the Reciprocity Norm

Name	Regan (1971)
Aim	To evaluate the Reciprocity Norm technique.
Procedure	Participants were paired with a confederate, who in one condition, bought them a soft drink without being asked. Later, the confererate asked them to buy raffle tickets.
Result	Participant who recieved the drink, bought significantly more tickets.
Conclusion	Reciprocity Norm changes behaviour as recieving an unsolicited favour created a sense of obligation to return it. In group settings, it promotes cooperation and prosocial behaviour.