Compliance Techniques

Compliance

Change in behavior that occurs in response to a request

Principles of Compliance

Reciprocity, Commitment, Social Proof, Authority, Liking, Scarcity

Reciprocity

The need to return a favor

Commitment

Once people have agreed to something, they are more likely to comply to similar requests

Social Proof

People view behavior as correct if they see other performing it

Authority

People comply more often with those in positions of some authority

Liking

People comply with requests from people they like

Scarcity

Opportunities seem more valuable to people when they are less readily available

Foot in the Door Technique

When a small request is posed first, after the person has agreed, a larger request is made

Low Balling Technique

Getting someone to agree to a vague request and then adding stipulations on to the agreement after. Once people have agreed they will find it hard to say no to additional requests

Freedman & Fraser Study

Aim: to investigate the foot in the door effect

Procedure: researchers called women and asked one of four conditions: 1. Asked to answer questions, 2. Asked to answer questions but not asked, 3. Contacted but no request, and 4. No initial contact 

Results: women were more likely to agree to large request of going through their homes if they had already agreed and answered questions

Cialdini Study

Aim: to test effectiveness of low balling compliance technique 

Procedure: researchers asked psychology students to volunteer to be in a psychology study that started at 7 am. 2nd group was asked the same except the time was not specified 

Results: For 1st group around ¼ agreed, 2nd group ½ agreed and then told it was at 7 am. Of those that agreed most showed up at 7 am.