compliance

Question 1

what is compliance

Answer 1

-when under pressure target goes along with the request
-overtly behave in a way consistent with the request but the target may not necessarily agree/like what they are doing

Question 2

compliance according to Hogg and Vaughan 2014

Answer 2

superficial public change in behaviour in response to group pressure

Question 3

what are the compliance tactics

Answer 3

-reason based: norm of reciprocity, reciprocal concessions, foot in the door
-emotion based: mood, negative state relief
-norm based: norm based appeals, descriptive and prescriptive

Question 4

reason based compliance tactics (reciprocity principle)

Answer 4

-norm of reciprocity
-makes recipient feel they owe you and should return favour
-Regan 1971: compliance greater in those who had received a favour
-Carlsmith and Gross 1969: compliance greater from guilty people, takes away guilt from people so they comply for their own and other’s benefit

Question 5

reason based compliance tactics (promising reciprocity)

Answer 5

-Gueguen 2016: promising a favour for a request increases compliance

Question 6

reason based compliance tactics (foot in face)

Answer 6

-starting with big requests and getting smaller e.g mum can i get a tattoo, can i drive the car, can i have some ice cream- yes

Question 7

reason based compliance tactics (foot in door)

Answer 7

-opposite to foot in face
-asking for something small then asking bigger request
-Freedman and Fraser 2006: pp answer a few qs about household soap and then asked to make an inventory of all household products, 53% comply w. big request compared to 22% of controls who were not asked initial small request
-DeJong 1979: self perception theory (Bem), by complying with small request target sees themself as helpful, to be consistent with this view they are more likely to comply to larger requests

Question 8

emotion based compliance tactics

Answer 8

-negative state relief hypothesis: people engage in actions to relieve neg. feelings to feel better
-prosocial behaviour motivated by bystander’s desire to reduce uncomfortable neg. emotions (Cialdini, Baumann and Kenrick 1981)

Question 9

norm based compliance tactics

Answer 9

-descriptive norms: behaviour exhibited by majority in given context
-prescriptive norms: way we are supposed to behave in a given context

Question 10

what is the ingratiation approach

Answer 10

-getting recipient to like you so more likely to agree with you e.g making yourself more attractive

Question 11

what is the low ball tactic

Answer 11

-Cialdini et al
-2 groups of pp: control asked to participate in study next day at 7am (31% agree), target group asked to participate in study next day (56% agree), then early start time 7am revealed, 95% of those who agreed turned up

Question 12

low ball vs foot in door

Answer 12

similarities
-both get target to commit to behavioural trajectories

differences
-foot in door get people to agree to small behaviour then introduces different bigger behaviour
-low ball focuses on same behaviour but conceals the ‘sting’ until after the target’s initial agreement