Freewill & Compliance

Question 1

Bait and switch

Answer 1

Advertising a good deal, but having only an inferior product available when the customer comes to buy

Question 2

Advertising a good deal, but having only an inferior product available when the customer comes to buy

Answer 2

Bait and switch

Question 3

A revocable action is more binding than an irrevocable one

True or False

Answer 3

FALSE

Question 4

According to film 9 replicating Robert-Vincent Joule’s experiment, how many people choose to give back the bank-note when a witness is absent?

Answer 4

30%

Question 5

According to film 9 replicating Robert-Vincent Joule’s experiment, how many peoplechoose to give back the bank-note when a FITD technique is used?

Answer 5

69%

Question 6

According to film 9 replicating Robert-Vincent Joule’s experiment, how many peoplechoose to give back the bank-note when a witness is present?

Answer 6

100%

Question 7

According to Freedman and Fraser’s study described in the book page 40, a team ofpsychologists telephoned housewives in California and asked if the women would answera few questions about the household products they used. 3 days later, the psychologistscalled again. This time, they asked if they could send 5 or 6 men into the house to gothrough cupboards and storage places as part of a 2-hour enumeration of householdproducts. What were the results for the experimental group compared to the controlgroup?

Answer 7

53% for the experimental group and 22% for the control group

Question 8

An action carried out in a context of freedom is more binding than when carried out in a context of constraint.

True or False

Answer 8

TRUE

Question 9

An action carried out in public is more binding than when anonymity is guaranteed

True or False

Answer 9

FALSE

Question 10

An action is the all the more binding in situations where it cannot be attributed to external reasons (e.g. promises of a reward, threats of punishment) but can be imputed to internal reasons (e.g. personal values, personality traits). In other words, external reasons unbind while internal reasons bind

True or False

Answer 10

TRUE

Question 11

An action that is carried out once is more binding than an action that is repeated

True or False

Answer 11

FALSE

Question 12

An action will be more binding if it is costly in money, time, energy, etc.

True or False

Answer 12

True

Question 13

An action will be more binding if it is filled with consequences

True or False

Answer 13

TRUE

Question 14

An explicit action is more binding than an ambiguous one

True or False

Answer 14

TRUE

Question 15

Cialdini, Cacioppo, Bassett & Miller (1978)

Answer 15

• Low ball technique
• Asked students to participate in an experiment and 56% agreed. After securing their agreement, they informed the participants that the study is going to take place at 7am and if they wanted to withdrow now they could. None withdrew and 95% showed up. This was compared to a control group in wich only 24% agreed while being told upfront that the study was to begin at 7 am.

Question 16

Cialdini, Vincent, Lewes, Cataln, Wheeler, Darby (1975)

Answer 16

• Door-in-the-face
• Participants were asked to spend time with juvenile delinquants for 2hours a week for 2 years. Participants refused than the researchers requested that they spend a one-day trip at local zoo with the juvenile delinquents instead. 50% agreed to this “smaller” of the 2 request. The control group yiekded only 17% agreed when asked directly

Question 17

Credit card companies that offer a low, introductory “teaser” rate, and then up theinterest rate dramatically a few months later, are guilty of using which strategy below?

Answer 17

Low-ball tactic

Question 18

DESCHAMPS, JOULE and GUMY, 2005

Answer 18

Experiment : Get Swiss citizens to vote in elections.
Three group :
- ALL exposed to a speech about abstention ;
- ONE has to fill a questionnaire ;
- TWO has to draw an argument against abstention ;
- THREE no other task

• Higher number of students participatedi in the vote in group ONE (77%) and TWO (79%) compared to THREE (50%)

Question 19

Door-in-the-face works for all these reasons but one:

• Contrast effect (the second request seems less costly in comparison to the first)
• Guilt (people feel guilty about turning down the first request)
• Reciprocal concessions (individuals go along with the norm that “you should make concessions to those who make concessions to you”)
• Self-perception (people infer they are helpful people after complying with the initial request)

Answer 19

Self-perception (people infer they are helpful people after complying with the initial request)

Question 20

External reasons bind while internal reasons unbind

True or False

Answer 20

False

Question 21

FREEDMAN and FRASER (1966)

Answer 21

• Foot-in-the-door

1. Expected behavior : Receive a team of pollsters at home
   G1 : Asked before to participate in a survey, 53% agreed;
   G2 : No preliminary act, 22% agreed.
2. Expected behavior : Place a large sign Drive carefully
   G1 : Were asked to place a small sign before, 76% agreed ;
   G2 : No preliminary act, 17% agreed ;

Compliance dropped off when preliminary act engage in a different behavior (sign a petiton)or support a different cause.

Question 22

Guégen and Pascual (2000)

Answer 22

• You-are-free-of
• Subjects were asked in a street to give money to a cause, only 10% complied. However, when the phras “but you are free to accept or to refuse” was added, 47.5 % complied.

Question 23

Jeff received an advertisement for his “dream car,” with such a low price, it was too goodto be true. He rushed down to the car dealer’s, only to discover that it was a strippeddown, bare-bones model. He bought the car anyway, paying extra for air conditioning,power steering, power windows, a sunroof, a CD player, and a DVD player. To which technique did Jeff succumb?

Answer 23

The low-ball technique

Question 24

JOULE and BEAUVOIS ( 2002 )

Answer 24

• Foot-in-the-door

Expriment : Do we always give back a found bank-note when we know who lost it ?
G1 : Witness, 100% of the passers-by return the found bank-note ;
G2 : No witness, 30% return the found bank-note ;
G3 : FITD condition, 69% give it back.

Question 25

Joule and Beauvois (1998) tested the commitment efficiency by asking job-seekers toattend training sessions and encouraging them to look for a job. The participants wereeither informed of the (1) coercitive or (2) free character of the sessions (respectively, (1)for the control group versus (2) for the experimental group). Which of the following is nota result of this experiment?

• The placement rate is significantly higher in the experimental group (56% participants found jobs) than in the control group (25%)
• Three month later, the placement rate was 69% in the experimental group and 35% in the control group
• The absenteeism rate is no higher in the experimental group than in the control group (15%)
• The experimental group has more positive views on the training
• The control group has more positive views on the training

Answer 25

The control group has more positive views on the training

Question 26

JOULE and BEAUVOIS, 1998 - Commitment

Answer 26

• Commitment corresponds, in a given situation, to the conditions in which the completion of an act can only be charged tothe individual who completed the act.

Two variables :

• Act visibility and importance : public nature of the act, act irrevocability act repetition, act consequences, act cost ;
• Reasons for the act and freedom context : Externa Reasonsdecrease commmitment ; Internal reasons, tighten the relationship. Context should give him a “free” subject status

Question 27

JOULE and BEAUVOIS, 1998 - Experiment

Answer 27

Experiment : Job-seekers and trining sessions

• Absenteeism 15% in both groups;
• Group who was told that they were free to attend has more positive views on the training;
• Placement rate higher 56% than in the control group (25%)

Question 28

JOULE, GIRANDOLA and BERNARD, 2007

Answer 28

• Binding communication confronts someone with a persuaive message AFTER the individual has comlied with the request and carried out a preliminary act going in the same direction as the information contained in the message
• Distinct of a persuasive communication : Targer = actor and not a mere receiver.

Question 29

Joule, Gouilloux and Weber (1989)

Answer 29

• The Lure procedure
• Bait-and-switch
• Invited students to watch interesting film clips (got a lot of volunteers), but then switched the task to memorizing lists of numbers. In the control group (no initial film-clip offer), only 15% agreed, as opposed to 47%.

Question 30

Kiesler chose to define commitment as the link between people and their attitudes

True or False

Answer 30

TRUE

Question 31

KIESLER, 1971

Answer 31

1. The effects of the preliminary acts will be modulated by the context in wich they are performed.
2. Commitment is the pledging or binding of an individual to behavioural act

Question 32

Meineri and Gueguen’s (2011)

Answer 32

• Foot-in-the-mouth
• Participants were phoned at home and were asked wether or not they would be willing to complete a questionnaire over the telephone. Before they received this request, the researchers asked to some :” I’m not disturbing you, am I ? “and wainting for an answer before proceeding. Some were not granted an opportunity to answer and Some were not enven asked this question.
  The participants who were granted an opportunity to answer were more likely to comply.

Question 33

Moe was stopped by a person asking for donations. The requester first asked if he was astudent. Moe replied that he was, and the requester said that he was also a student. Therequester then asked for a donation. Because of the ________, Moe will probably donate.

Answer 33

low-ball technique

Question 34

Participants in this experimental condition experienced anxiety by hearing a whistle whenjaywalking. Shortly after they felt relief because they found out it was not a policewhistle, so they did not have to worry about getting a ticket. When they were then askedto donate money to charity, they complied more than participants not exposed to thistechnique (control group condition). This technique is named:

Answer 34

Fear-then-relief

Question 35

Pratkanis et al. (1994)

Answer 35

• Pique technique
• Asked passers-by for money uwing a traditional request (“a quater” or “any change”) or an unusual request ( “17 cents” or “37 cents”). A higher % of passers-by gave money when presented unusual request.

Question 36

Richard was walking down the street and was asked by a panhandler if he could spare anymoney, and as he has always done, he refused. Another panhandler came up to Richardand asked for “exactly $1.57.” Richard immediately starting wondering why thepanhandler asked for that amount, and wound up giving the pandhandler the money.Richard was influenced by a very smart panhandler who was using the:

Answer 36

Pique technique

Question 37

The “that’s not all” technique is often used in late night television infomercials. Thistechnique:

Answer 37

really does work, according to the research

Question 38

The fact that people usually stick to the deal even though it has changed for the worse isrelied upon in the:

Answer 38

Low-ball technique

Question 39

The initial request must be large enough that it is sure to be refused but not so large thatit will breed resentment or suspicion.” This condition must be met in the:

Answer 39

Door-in-the-face technique

Question 40

The tendency for people who have first agreed to a small request to comply later with alarger request is the:

Answer 40

the foot-in-the-door technique

Question 41

They are designed to lead people to comply with request without any obvious source of external pressure

Answer 41

Compliance without pressure technique or Compliance-gaining strategies

Question 42

TYBOUT, 1978

Answer 42

• Commitment theory

Experiment : Ask to sign petition before asking to explain why.
Expected behavior higher when preliminary act was at a high level of commitment.

Question 43

When members of a cult are trying to enlist a new recruit, they start by asking the recruitto make a small commitment, such as attending a short meeting or helping out at a socialfunction. Then the commitments get more involved, such as staying for a longer period oftime and eventually for major donations of money and moving in with the cult members.This is most like which of the following techniques?

Answer 43

foot-in-the-door technique

Question 44

Who was the founder / creator of the theory of commitment?

Answer 44

Charles Kiesler

Question 45

Your roommate asks you to loan her twenty-five dollars to buy her boyfriend a birthdaypresent and you refuse. She then asks for three dollars to purchase a new notebook. Youloan her the three dollars. Your roommate has successfully used the___________?

Answer 45

door-in-the-face technique