Freewill & Compliance Flashcards
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Bait and switch
Advertising a good deal, but having only an inferior product available when the customer comes to buy
Advertising a good deal, but having only an inferior product available when the customer comes to buy
Bait and switch
A revocable action is more binding than an irrevocable one
True or False
FALSE
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?
30%
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?
69%
According to film 9 replicating Robert-Vincent Joule’s experiment, how many peoplechoose to give back the bank-note when a witness is present?
100%
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?
53% for the experimental group and 22% for the control group
An action carried out in a context of freedom is more binding than when carried out in a context of constraint.
True or False
TRUE
An action carried out in public is more binding than when anonymity is guaranteed
True or False
FALSE
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
TRUE
An action that is carried out once is more binding than an action that is repeated
True or False
FALSE
An action will be more binding if it is costly in money, time, energy, etc.
True or False
True
An action will be more binding if it is filled with consequences
True or False
TRUE
An explicit action is more binding than an ambiguous one
True or False
TRUE
Cialdini, Cacioppo, Bassett & Miller (1978)
- 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.
Cialdini, Vincent, Lewes, Cataln, Wheeler, Darby (1975)
- 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
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?
Low-ball tactic
DESCHAMPS, JOULE and GUMY, 2005
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%)
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)
Self-perception (people infer they are helpful people after complying with the initial request)
External reasons bind while internal reasons unbind
True or False
False
FREEDMAN and FRASER (1966)
- Foot-in-the-door
- 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. - 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.
Guégen and Pascual (2000)
- 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.
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?
The low-ball technique
JOULE and BEAUVOIS ( 2002 )
- 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.
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
The control group has more positive views on the training
JOULE and BEAUVOIS, 1998 - Commitment
- 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
JOULE and BEAUVOIS, 1998 - Experiment
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%)
JOULE, GIRANDOLA and BERNARD, 2007
- 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.
Joule, Gouilloux and Weber (1989)
- 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%.
Kiesler chose to define commitment as the link between people and their attitudes
True or False
TRUE
KIESLER, 1971
- The effects of the preliminary acts will be modulated by the context in wich they are performed.
- Commitment is the pledging or binding of an individual to behavioural act
Meineri and Gueguen’s (2011)
- 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.
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.
low-ball technique
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:
Fear-then-relief
Pratkanis et al. (1994)
- 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.
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:
Pique technique
The “that’s not all” technique is often used in late night television infomercials. Thistechnique:
really does work, according to the research
The fact that people usually stick to the deal even though it has changed for the worse isrelied upon in the:
Low-ball technique
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:
Door-in-the-face technique
The tendency for people who have first agreed to a small request to comply later with alarger request is the:
the foot-in-the-door technique
They are designed to lead people to comply with request without any obvious source of external pressure
Compliance without pressure technique or Compliance-gaining strategies
TYBOUT, 1978
- 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.
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?
foot-in-the-door technique
Who was the founder / creator of the theory of commitment?
Charles Kiesler
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___________?
door-in-the-face technique
