influenta sociala III Flashcards
What is compliance?
The process of doing something that you have been asked to do
What are the 6 basic principles underlying compliance?
- Friendship/liking
- Commitment/consistency
- Scarcity
- Reciprocity
- Social Validation
- Authority
- Friendship/liking
More likely to comply if it comes from somebody who is a friend
INGRATIATION: getting others to like us so that they will be more willing to help e.g. flattering
INCIDENTAL SIMILARITY: more likely to comply with a request from a stranger if you have something in common
- Commitment/consistency
Once you have committed to a position, you are more likely to comply with requests that fit that position
FOOT-IN-THE-DOOR-TECHNIQUE: someone makes a small initial request, and then follows it up with a bigger request. Agreeing with the initial request makes it more likely that you will agree with the bigger request
LOWBALL PROCEDURE: an initial offer is made that sounds generous. Once you accept the offer, it becomes less attractive. But once an offer is accepted you are more likely to comply even if the terms become less advantageous
- Scarcity
More likely to comply to requests that you think are not available to everyone or if they are there for a limited period.
PLAYING HARD TO GET: suggest there is a lot of competition.
DEADLINE TECHNIQUE: suggest the offer is there for a limited amount of time
- Reciprocity
More willing to comply with requests if it’s from somebody who has previously helped us
DOOR IN THE FACE TECHNIQUE: you ask for a big favour, when it’s rejected you put in a smaller request. Feels like they are doing something for you by reducing
THAT’S NOT ALL TECHNIQUE: initial request followed by something that sweetens the deal
- Social validation
More likely to comply with a request that you feel other people in your situation comply with
- Authority
More willing to comply with requests from someone with authority
What is obedience?
Being told to do something by an authority figure
How many participants in Milgram’s study went up to 450 volts?
65%
How many participants went up to 300 volts?
100%
