Compliance

Question 1

Compliance

Answer 1

How people directly influence others to honor a request

Question 2

Foot in the door

Answer 2

precede large request with small request

Question 3

Inventory Study

Answer 3

o Hypothesis: Compliance will be higher if request is preceded by a smaller request
o IV: P’s first given small initial request OR not
o DV: Compliance
o Results:Big request alone 20%, Foot in the Door 50%
• Why does foot in the door work?
o Self perception theory
o Effect is stronger when there is no external justification
o The first request is not too small

Question 4

Door in the face

Answer 4

precede large request with even larger request

Question 5

Chaperone Study

Answer 5

• Chaperone Study
o Hypothesis: Compliance will be higher if large request is preceded by even larger request
o IV: P’s first given large initial request OR not
o DV: Compliance
o Results: request along 18% yes, door in face 50% yes
• Why does door in the face work?
o Perceptual contrast
o Effect is stronger when…
• Small (original) request immediately follows the larger initial one

Question 6

Lowballing

Answer 6

gain compliance, then remove advantage or introduce disadvantage

Question 7

7 am study

Answer 7

o Hypothesis: Compliance will be higher when disadvantage is added after compliance
o IV: P’s heard about disadvantage either before OR after initial compliance
o DV: Compliance
o Results: Double the compliance when disadvantage added AFTER
• Why does lowballing work?
o Norm of social commitment
o In some cases (e.g. consumer purchasing) people already begin to psychologically “own” something before learning of disadvantage

Question 8

Scarcity Principle

Answer 8

scarce resources seem more valuable

Question 9

Cafeteria Food Study

Answer 9

o Hypothesis: Products will seem more valuable if they are harder to come by
o IV: P’s asked about liking for cafeteria food before OR after the cafeteria burned down
o DV: Preference for food
o Results: Increased appreciation for food after the cafeteria burned down

Question 10

Weather Stripping Study

Answer 10

o When weather stripping and insulation is framed as a GAIN, 39% applied for energy conservation program
o When weather stripping and insulation is framed as a loss, 60% applied for energy conservation program

Question 11

Time Crunch

Answer 11

o Time Crunch: Available for a limited time only!
• How does it work? Fear of loss and risk aversion
- Losses are more emotionally painful than gains are emotionally pleasant
- We are more motivated to avoid loss than we are to achieve gain (risk aversion)

Question 12

Reactance

Answer 12

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