Compliance beyond persuasion Flashcards
Compliance
Gehoorzamen aan de wet en regels
Compliance professionals
Salesman, recruiters but techniques are influenced by self-interest.
Fixed-action pattern
Animals behave in instinctive ways
Where is Cialdini’s principles of influence based on?
Fixed-action pattern
Automatic (less-controlled) responses
Human form of fixed-action pattern. Mindless use of script, heuristic or shortcut. For example: Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? –> dan laat je die voor ook al heeft die persoon lege reden.
Cialdini’s principles of influence
- Reciprocity
- Commitment and consistency
- Social proof
- Liking
- Authority
- Scarcity
Peciprocity mental rule
We try to repay what another person has provided us.
Reciprocity example
When asking for donation –> they give on faster if you give flowers before hand.
When you can taste something –> you buy it faster.
Consequences reciprocity
Uninvited debts: You didn’t want free stuff still feel obligated to play the “debt”.
Unfair exchanges: When you don’t have money to pay the “debt”.
Reciprocal concessions: Door in the face technique
Commitment and consistency Mental rule
We have a desire to appear consistent with what we have already done
Commitment and consistency examples
Foot-in-the-door and Low-ball technique.
Social proof mental rule
To determine what is correct, estimate what other people think is correct
Example of social proof
Most used in your country. warning: carful when what is differs from ought. –> 10% throw their rubbish in a bin means 90% doesn’t.
When is social proof more influencial?
When people are uncertain what to buy and when the customer is similar with reference group (NL niet Duitsland)
Liking mental rule
Say “yes” to request of someone we know and like.
Examples of liking
1) Tupperware parties: It is a party where a friend tries to sell.
2) “End-less chain” method: try to sell to someone when they say no –> ask if they have a friend who would like it.
3) Best car salesman in the world: Every year he send a cart on their birthday with I like you
4) Celebrity endorsement
Sources of liking
- Attractiveness
- Similarity and familiarity
- Compliments, good news, cooperation
Authority mental rule
Obey commands of authorities
Example authority
Toothbrush: most used by dentists in your country.
More doctors smoke Camels.
Scarcity mental rule
Scarce things are valuable. It reflects the economy.
