compliance Flashcards
what is the meaning of compliance?
- to comply with another person’s request
- target doesn’t necessarily like what they’re doing
what strategies are used to engage compliant behavior?
- ingratiation
- reciprocity principle
- foot in the door tactic
- low-ball tactic
- door in the face tactic
explain ingratiation
- it is a strategy to make someone comply.
- getting the recipient to like you so making it more likely they agree with you
- do this by making yourself look more attractive, being nice to the target audience
- increasing similarity
what was gordon (1996)’s meta-analysis ingratiation?
- several factors determined the effectiveness ingratiation in achieving compliant behavior
- one factor was the ingratiation strategy was the increasing similarity and rendering favors
- however, it can backfire - if the attempt is too obvious to the target who then becomes aware and defensive against the request the influencer is making
name 2 studies on ingratiation.
- gordon 1996 - a meta-analysis on compliance
- seiter 2007 - ingratiation and gratuity: the effect of complimenting customers on tipping behavior in restaurants
what was seiter (2007)’s study on ingratiation and gratuity
- the study was on the effect of complimenting customers on tipping behaviour in restaurants
- 2 female servers waited on 94 couples who was dining in a restaurant
- it was found that a higher value of tips by customers when the servers complimented them e.g on dinner selections, smiling, introducing themselves
- this is shown to be an important tactic when trying to get people to comply with behaviour
name 2 studies on reciprocity principle
- regan 1971 - compliance greater in people who had received a favour
- carlsmith and gross 1969 - guilt arousal: guilty people more likely to comply with requests
describe reciprocity principle
the expectation to pay back what we received from others
explain regan (1971)’s study
- participants were joined by a confederate who was trained to be likeable or unlikeable
- in one condition the confederate came back with a drink for both of them (the confederate and the participant)
- in a second condition no drinks were brought at all
- in a third condition the experimenter rather than the confederate gave a drink to the participant
- raffle tickets were bought, mainly from the confederate that brought the drinks
- this highlighted the influence that reciprocity can have on compliant behaviour
explain the guilt arousal study (Carlsmith and gross 1969)
- increased level of guilt was associated with increased compliance
- negative feedback puts down self esteem, which means that complying with the influencer boosts self esteem and makes one feel less guilty
explain foot in the door tactic
having a person first agree to a smaller request before asking for a greater compliance with a big request
name a study on foot in the door tactics
- freedman and fraser 1966
explain freedman and fraster (1996) foot in the door study
- they first asked people to comply with a small request - answer a few questions about their household soap
- then asked to comply with a big request - answer questions on all household items
- results: 53% comply with big request, only 22% complied without asking small request first
name and exmplaina theory on foot in the door tactics
bem 1967 - two step
1) by complying with small request = target sees themselves as helpful
2) to be consistent with self view = more likely to comply with larger request
explain the low-ball tactic?
- the influencer secures an agreement with their request but then increases the size of the request by revealing hidden costs
