Compliance and Commitment Flashcards
Compliance
DEF
- kind of response (acquiescence) to a particular kind of communication (request)
- recognizes that he or she is being urfed to respond in a desired way
Goal of Accuracy
people are motivated to achieve their goals in the most effective and rewarding manner possible
Compliance
Goal of Accuracy
Affect and Arousal
-simple arousal elicited
by performing an interesting task enhances the likelihood of compliance with a
request
-the conditions under which affect mediates
the processing of and responses to requests can be explained by the affect infusion model (AIM)
-AIM: a target’s mood will
permeate the processing of a request to the extent that the processing is effortful
and exhaustive
-evidence as a whole appears to validate the notion that mood effects in compliance scenarios
are mediated by both the targets’ and requesters’ levels of information
processing
-fear-then-relief participants behaved in a relatively mindless
manner, caused by a diversion of resources to cognitions and counterfactuals
regarding the fear-provoking event
Compliance
Goal of Accuracy
That´s-Not-All Technique (TNA)
-technique: presenting a target with an initial request, followed by an almost immediate sweetening of the deal before the message recipient has an opportunity to respond
-explanation: based on the contrast between the two requests and shifting
anchor points
-unreasonably large initial request, the excessively high anchor value may be perceived as completely
out of the range of acceptance, leading to immediate rejection even before the solicitor has a chance to revise the request
-success of the TNA tactic is at least partially due to individual´s mindless consideration of the deal
Compliance
Goal of Accuracy
Resistance
disrupt-then-reframe techniques (DTR):
-operates by disrupting an individual’s understanding
of and resistance to an influence attempt and reframing the persuasive message or request so that the individual is left more vulnerable to the proposition
-works by disturbing the evaluation stage of Gilbert’s (1991) two-stage model for message and situation comprehension
-that’s-not-all technique = special case of DTR in which the revision of the original request serves as the
disruption; the reframing (“It’s a bargain”) is implicit rather than explicit
-disrupt-then-reframe tactic enhances the likelihood of compliance by suppressing
the target’s resistance processes rather than by directly bolstering the
desirability of request fulfillment
Compliance
Goal of Accuracy
Authority and Obedience
-soft influences originate from factors within the influence agent (e.g., credibility)
-whereas the power of harsh influences is derived externally by means of an existing social structure
-supervisors whose
compliance-gaining repertoires included the use of both forceful and nonforceful techniques were most likely to elicit compliance with their requests
Compliance
Goal of Accuracy
Social Norms
-individuals often look to social norms to gain an accurate understanding of and effectively respond to social situations
-The impact of these social
norms on both subtle behavior-shaping and more overt compliance-gaining will be determined by the extent to which each of the norms is focal and the degree to which the different types of norms are in alignment
-one’s actions are relatively unaffected by normative information—even one’s own—unless the information is highlighted prominently in consciousness
Compliance
Goal of Affiliation
-to create and maintain meaningful social
relationships with others
-we use approval and liking cues to help build, maintain, and measure the intimacy of our relationships with others.
Compliance
Goal of Affiliation
Liking
-the more we like and approve of them, the more likely we are to take actions
to cultivate close relationships with them
-certain situational cues activate heuristics
that lead us to treat strangers as if they were friends or acquaintances
-Impression management through ingratiation is another means by which individuals
utilize the liking principle for maximal influence.
Compliance
Goal of Affiliation
Reciprocation
- The norm of reciprocation= the rule that obliges us to repay others for what we have received from them
- one of the strongest and most pervasive social forces in all human cultures
Compliance
Goal of Affiliation
Door-in-the-face-technique (DITF)
-The norm of reciprocity = used to explain the effectiveness of the door-in-the-face technique
-one employs the strategy by preceding the request for a truly desired action with a more extreme request that is likely to get rejected
-repeatedly found
that this rejection-then-moderation procedure produces a significant increase in compliance with the target request
-The emphasis on authenticity of the concession is not limited only to the target’s perception that the second request is truly less demanding than the initial request
-authenticity also refers to the target’s beliefs regarding the requester’s motives
-targets should feel less compelled to reciprocate a
concession—even when made in earnest—with a concession of their own as the time between the two requests grows longer
-alternative account for the DITF effect based on guilt
-DITF technique ceases to be effective when a different person makes the second request -> finding that substantially weakens the
social responsibility/guilt reduction explanation
-recently proposed explanations for the DITF
effect are not fully consistent with the available data
-potential mediators such as self-presentation, perceptual contrast, dialogue involvement, social responsibility, and guilt reduction may function at some level in DITF scenarios.
Compliance
Goal of Maintaining a Positive Self-concept
People have a strong need to enhance their self-concepts by behaving consistently with their actions, statements, commitments, beliefs, and self-ascribed traits
Compliance
Goal of Maintaining a Positive Self-concept
Foot-in-the-door technique
Pt.1
Foot-in-the-door technique =
first asking a target
individual to comply with a small request, typically one that is minimally invasive
so that the target is almost certain to respond affirmatively. After securing
compliance, either the initial requester or an associate of the requester makes a
larger, often related request
-after agreeing to the initial request, targets ascribe traits to themselves reflecting their recent actions, and this change in selfview helps direct future compliance
Compliance
Goal of Maintaining a Positive Self-concept
Foot-in-the-door technique
Pt.1
-self-perception as a mediator of the FITD effect
-easier to manipulate the self-views of those whose self-concept are more readily accessible
-individual differences may paly a role
-preference for consistency (PFC): individuals high in PFC are more consistent than those low in PFC in that they are more likely to determine their reactions to novel stimuli
-low in PFC may have exhibited the backfire effect because they have a greater desire to act inconsistently
with previous behaviors, specifically when those prior actions have been made
salient
-self-perception as a mediator of the FITD effect
-simply engaging in self-perception processes
may not be sufficient to produce the FITD effect
-rather, one must also have the motivation to be consistent with this self-view
-focus of our self-inferences
is on the processes associated with the compliance attempt itself, rather than on the outcome of that attempt
-both those who succeeded
and those who failed to accomplish the initial favor tended to rate themselves as more submissive
-variables that had bearing on the size and direction of FITD effects = conformity, attributions, and commitments.
Compliance
Goal of Maintaining a Positive Self-concept
Consistency and Commitment
-Individuals are driven to be consistent not only
with their trait self-attributions, but with their previous behaviors and commitments
-more effortful displays of one’s choice spurred individuals to attribute their decisions to their traits, attitudes, and tendencies (as opposed to self-presentational concerns) to a much greater extent than those who made passive
commitments
-Public commitments tend to be more persistent than private commitments
-consistency needs had a greater influence on participants in an individualistic country than in a collectivistic country