1.5 - Compliance without pressure techniques

Question 1

What’s the definition of “compliance without pressure techniques” or “compliance-gaining strategies” ?

Answer 1

Definition : designed to lead people to comply with requests without any obvious source of external pressure.

Question 2

What’s the low-ball technique (amorçage) ?

Answer 2

Item or service offered at a lower price than intended, after which the price is raised

Question 3

Who carried out a study on the low-ball technique ?

Answer 3

Cialdini, Cassiopo, Bassett & Miller, 1978

Question 4

What conditions were used in the low-ball experiment ?

Answer 4

Study group : initially asked to participate to a study, then informed that it takes place at 7am
Control group : asked directly to come at 7am

Question 5

What are the results of the low-ball experiment ?

Answer 5

Study group : no withdrawal, 95% show up

Control group : 24% agree

Question 6

What’s the bait-and-switch technique (le leurre) ?

Answer 6

Offer sthg appealing then propose something else

Eg : department stores announce good deals, when the customer comes, it’s out of stock

Question 7

Who carried out the bait-and-switch experiment or lure technique ?

Answer 7

Joule, Gouilloux and Weber, 1989

Question 8

What conditions were used in the bait-and-switch experiment ?

Answer 8

First group :
invite students to watch interesting film clips
then swith to memorizing list of numbers
Control group : asked to memorize numbers

Question 9

What are the results of the bait-and-switch experiment ?

Answer 9

first group : 47% agreed

ctrl group : 15% agreed

Question 10

What is the door-in-the-face technique ?

Answer 10

Start with a big request, then change to a smaller one.

Question 11

Why is the door-in-the-face technique effective ?

Answer 11

• Comparison : the second offer seems more reasonable
• Guilt of turning down the first request
• Reciprocal concessions

Question 12

Who led the study on the door in the face technique ?

Answer 12

Cialdini & others, 1975

Question 13

What conditions were used in the door-in-the-face experiment ?

Answer 13

First group : asked to spend éhrs a week for 2 years with juvenile delinquents
then asked to spend a 1 day trip with them at the local zoo
Ctrl group : asked for the 1 day trip directly

Question 14

What are the results of the door in the face experiment ?

Answer 14

First group : 50% agreed

Ctrl group : 17% agreed

Question 15

In the door in the face technique, how must the initial request be chosen ?

Answer 15

The initial request must be large enough to be refused but not so big as to raise suspicion or resentment

Question 16

What is the pique technique (demande incongrue) ?

Answer 16

Unusual request in situations in which people pay little attention to it or reject it automatically. It disrupts the “refusal script”

Question 17

Who carried out the study on the pique technique ?

Answer 17

Pratkanis, 1994

Question 18

Describe the pique technique experiment

Answer 18

Panhandlers ask people for money, traditional request or unusual (“17 cents”, “37 cents”). Higher percentage giving money

Question 19

What is the fear-then-relief technique ?

Answer 19

Cause stress or anxiety so that the person is less likely to make rational decisions

Question 20

Describe the fear-then-relief technique experiment

Answer 20

In a mall, persons scared by someone touching their shoulder (blind man). More likely then to buy and sign postcards for a charitable cause than in the ctrl group.

Question 21

What is the foot in the mouth technique ?

Answer 21

Ask a potential customer a question about their mood or availability to make them feel at ease before making the request

Question 22

What is the That’s not all technique ?

Answer 22

Offer a request, often inflated, and immediately add a bonus or lower the cost.

The product may look more appealing than it really is.

Research shows it works very well

Question 23

What is the “you-are-free-of technique” ?

Answer 23

First say that they’re free to accept or refuse, then make the request

Question 24

Who carried out the experiment on the you-are-free-of technique ?

Answer 24

Gueguen and Pascual, 2000

Question 25

Describe the you-are-free-to technique experiment

Answer 25

Give money to a cause
you are free : 47.5% agree
mere request : 10%