Chapter1 Part1. Freewill And Compliance Flashcards
Why Compliance without pressure ( compliance-gaining strategies) are designed?
They are designed to lead people to comply with requests without any obvious source of external pressure.
Techniques Researchers from social psychology and marketing have developed several techniques of compliance without pressure
- Foot In The Door (Pied dans la porte).*
- low-ball (Amorçage)*
- Bait-and-Switch (Le leurre)*
- Door-in-the-Face (La porte au nez)*
- Pique technique (La pique ou la demande incongrue)*
- Fear Then Relief (Crainte puis soulagement)*
- Foot-in-the-mouth (Pied dans la bouche)*
- That’s-not-All (Ce n’est pas tout!)*
- «You-are-Free-of» *
Foot-in-the-door technique (FITD):
the classic persuasion strategy in which persuaders begin with a small request and then follow it up with a second, larger – and target – request
Low balling:
The low-ball is a persuasion and selling technique whereby an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to increase profits.
The Bait-and-switch method (le leurre)
is often carried out by department stores. These department stores will place ads in local newspapers and ads online promising a very good deal for a hot new product or appliance. However, when the consumer goes to purchase the product it will be out of stock, leaving only less appealing products (and possibly more expensive products) in stock.
Door-in-the-face technique (DITF):
a persuader makes a large request that is almost certain to be denied, and, following rejection, returns with a smaller request, the target request the persuader had in mind at the outset.
Pique technique:
a communicator makes a request in an unusual manner, thereby piquing the target’s interest. This technique is said to be effective because the unusual request causes people to give mindful consideration to it.
Fear-then-relief:
the persuader deliberately places the recipient in a state of fear, only to quickly eliminate the threat, and replace it with a mild request for compliance.
Foot in the mouth:
With “foot-in-the-mouth” persuasion people put themselves in a trap by responding to the simple question of “How are you today” or something else that makes them at ease.
“That’s-not-all” technique:.
a communicator presents a request, and then tells the receiver “that’s not all”: an additional small product accompanies the larger item, supposedly in this situation only. The approach is theoretically more effective than one in which both products are presented at the same time
“You-are-free-of”
The “but you are free to accept or to refuse” technique is a compliance procedure in which someone is approached with a request by simply telling him/her that he/she is free to accept or to refuse the request. This semantic evocation tends to enhance compliance with the request. In the original study, Guéguen and Pascual (2000) found that when subjects were asked in a street to give money to a cause, only 10% complied. However, when the phrase “…but you are free to accept or to refuse” was added, 47.5% now complied!
Sequential influence techniques:
interpersonal influence strategies in which influence proceeds in stages, each of which provides the foundation for subsequent changes in behavior.
Compliance-gaining:
communicative behavior in which an agent engages in an effort to elicit from a target an agent-selected behavior; one-on-one interpersonal communication encounter in which a communicator requests compliance from another individual. Compliance gaining is a sub-set of persuasion studies. While persuasion is making another person change his/her beliefs, opinions, and attitudes about something, compliance gaining is more coercive than persuasion. Compliance gaining is often a function of dominance, hierarchy, rights, and power.
