Chapter 7 Lecture 2 Flashcards
4 ways of getting someone to comply
1) ingratiation
2) multiple request strategy
- foot in the door
- door in the face
3) low balling
4) thats not all technique
Explain the ingratiation technique to gain compliance
giving the person compliments to make the person like you, THEN presenting the request.
Outline the SATER study on ingratiation tactics with hair dressers
- wanted to see the impact of giving a compliement on tips (assess tipping compliance)
- asked hairstyles to give complements to their client or to not.
-“ your hair looks terrific”
“ any hairstyle will look good on you” - or no compliment
-“ your hair looks terrific” - 12.83%tip
“any hairstyle looks good on you”-12.5% tip
control- 9% tip.
downside to the ingratiationtactic
if the other person becomes aware that you are giving false compliments, then they are even less likely to grant/comply with your request.
Foot in the door technique
type of multiple request strategy where you first present a SMALL request, so small that the person is likely to grant it, and then you ask a larger request, which is what you really want.
Explain the foot in the door technique study done by freedman and fraser (about product cleaners)
- wanted to see how making a small request first would make someone more likely to comply to a larger actual request
- had a male experimenter call pals home and asked people to just answer a few questions about the products that they used (SMALL REQUEST).
- then he called a few days later and asked the homeowners if he could conduct an inventory of all the products in their house – they would do an invasive search (LARGE REQUEST)
- over half the women that are phone previously agreed to let the whole team inventory their house.
- the “large request only/control group” had less than half of that (22% agreed for inventorying of their house).
Basically, the foot in the door technique increases chances for large request granted by almost DOUBLE
Explain the Guegan et al study about the foot in the door technique but online
- assessed how the foot in the door technique makes people more likely to grant larger requests online
- looked at computer science students in trance. while participants were on their computer, they received a small request from another supposed student “can you convert my document into word format?”
After that, they got another email asking the LARGE REQUEST “could you also answer this 20 minute questonnair about diets?”
- 74% of students who were first exposed to the small then large group also filled out the survey.
- only 44% of students in the large group filled out the survey.
Door in the face strategy
first marking such a large request that the person usually refuses, but then scale it down and ask a more reasonable request that was your actual goal.
Explain Cialdini et al door in the face experiment (zoo)
- wanted to see if the door in the face tactic would increase the compliance rate
- approached students on their university campus, making a large request “would you be willing to volunteer at a juvenile centre, committing 2 hours a week, and making a commitment fro at least two years?”
- no one agreed to this request
- after they said no to a large request, they then said “we’re taking these juveniles on a trip to the zoo, and we need supervisors. Would you be willing o commit just 2 hours ONCE to take them to the zoo?” (SMALLER REQUEST)
- 50% of students agreed after first being presented with the large request. The small-request only group had only a 16% agree rate.
- door in the face technique more than double.
2 reasons why foot in the door works
1) self perception theory: when someone asks a small request, we grant it. We feel better about ourselves and we see ourselves as someone who is nicer and who helps people. There is a SHIFT IN SELF PERCEPTION. Then another larger request comes up, we are more likely to say yes, because if we say no, you erase your newly formed + feelings about yourself.
THErEFORE, we say yes/we comply to larger request made after the small request to maintain positive feelings about ourselves.
- self perception theory explains foot in the door with more support
2) need for consistency: its not so much about our feelings towards oneself, but its actually because we feel the need for consistency among our ATTITUDES and ACTIONS, making us say “yes” to next request after saying yes to the first request
Explaining door in the face
reciprocal concessions: when you scale down your request, it feels as though a concession ha been made. You made a sacrifice and showered that you’re willing to “meet had way”.
The other person granting the request will feel as though they have to make a concession as well. This is psychological – you didn’t actually make a sacrifice because the larger request wasn’t your actual goal anyways.
Explain the timing for door in the face
request needs to be back to back. Not much time should elapse if you want your request to be granted after giving a largee request.
explain the foot in the door timing
requests can be separated into larger interval instead of back to back. The first SMALL request elicits good feelings which persist FOR DAYS, so You are still more likely to say yes.
lowballing
type of compliance strategy often occurring in automobile sales. Involves the person doing the request gives you an offer. You accept it, but then the conditions change and there s a hidden cost. It usually shows that it the person will stay with the “bad deal” and not back out of the situation
3 step process of lowballing
1) individual is induced to make an active decision regarding a target behaviour
( ex/ decided to accept an attractive offer for a car)
2) reasons why the individual made the action changes (hidden fee/ more expensive than offered)
3) individual still follows through with action (person still accepts the not as good offer)
