Compliance Flashcards
compliance
acquiescent response to a direct request
Cialdini’s Principles Underlying Compliance
- 6
commonalities under our compliance behaviour: psychological principles
I. Commitment and Consistency
- Most widely researched
- Fact that we are motivated to keep our actions consistent
- Cognitive dissonance
I. Foot-in-the-door technique (FITD)
Before making the target request, begin by getting compliance with a very small request.
- Freedman and Fraser (1966) “housewives” study
Self-perception theory
people infer their attitudes by observing their own behavior
I. Low-ball technique
gain compliance with request, later reveal hidden costs
- Introductory psychology students were contacted and asked to take part in a study “on thinking processes”
II. Reciprocity
A social norm that states: “Treat others the way you have been treated” – I did something for you, its time to return the favor
II. Door-in-the-face technique
Ask for a large request first then after saying no, ask for smaller request.
III. Principle of Liking
People will be more likely to comply with those whom they like
What might make a person more likeable?
Similarity
attractiveness
compliments
IV. Authority
We are more likely to comply with authority figures
Hofling et al., 1966
Hospital physician and directed to give 20 milligrams of Astrogen to a specific ward patient
V. Principle of Scarcity
Items are seen as more valuable if they are not widely available
Cookie Study
Asked to take a cookie from a jar and rate quality
Reactance Theory
The idea that when people feel their freedom
to perform a certain behavior is threatened, an unpleasant state
of reactance is aroused, which they can reduce by performing the
threatened behavior
