1.5 - Compliance without pressure techniques Flashcards
What’s the definition of “compliance without pressure techniques” or “compliance-gaining strategies” ?
Definition : designed to lead people to comply with requests without any obvious source of external pressure.
What’s the low-ball technique (amorçage) ?
Item or service offered at a lower price than intended, after which the price is raised
Who carried out a study on the low-ball technique ?
Cialdini, Cassiopo, Bassett & Miller, 1978
What conditions were used in the low-ball experiment ?
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
What are the results of the low-ball experiment ?
Study group : no withdrawal, 95% show up
Control group : 24% agree
What’s the bait-and-switch technique (le leurre) ?
Offer sthg appealing then propose something else
Eg : department stores announce good deals, when the customer comes, it’s out of stock
Who carried out the bait-and-switch experiment or lure technique ?
Joule, Gouilloux and Weber, 1989
What conditions were used in the bait-and-switch experiment ?
First group :
invite students to watch interesting film clips
then swith to memorizing list of numbers
Control group : asked to memorize numbers
What are the results of the bait-and-switch experiment ?
first group : 47% agreed
ctrl group : 15% agreed
What is the door-in-the-face technique ?
Start with a big request, then change to a smaller one.
Why is the door-in-the-face technique effective ?
- Comparison : the second offer seems more reasonable
- Guilt of turning down the first request
- Reciprocal concessions
Who led the study on the door in the face technique ?
Cialdini & others, 1975
What conditions were used in the door-in-the-face experiment ?
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
What are the results of the door in the face experiment ?
First group : 50% agreed
Ctrl group : 17% agreed
In the door in the face technique, how must the initial request be chosen ?
The initial request must be large enough to be refused but not so big as to raise suspicion or resentment
What is the pique technique (demande incongrue) ?
Unusual request in situations in which people pay little attention to it or reject it automatically. It disrupts the “refusal script”
Who carried out the study on the pique technique ?
Pratkanis, 1994
Describe the pique technique experiment
Panhandlers ask people for money, traditional request or unusual (“17 cents”, “37 cents”). Higher percentage giving money
What is the fear-then-relief technique ?
Cause stress or anxiety so that the person is less likely to make rational decisions
Describe the fear-then-relief technique experiment
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.
What is the foot in the mouth technique ?
Ask a potential customer a question about their mood or availability to make them feel at ease before making the request
What is the That’s not all technique ?
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
What is the “you-are-free-of technique” ?
First say that they’re free to accept or refuse, then make the request
Who carried out the experiment on the you-are-free-of technique ?
Gueguen and Pascual, 2000
