Lecture 9 Flashcards
What is compliance?
Behaviour in submission to an explicit or implicit request
What does compliance rely on?
- Dissonance
- Self perception
- Self preservation
- Social normals
Describe the ‘Foot in the Door’ Technique
(part of compliance)
-Researches aimed to gain compliance of a large request that people normally wouldn’t agree to
1st. Asked large request
2nd. Asked small request
(billboard e.g)
Which mechanisms is the ‘Foot in the Door’ technique consistent with?
- Dissonance
- Self perception
What is lowballing?
-Securing commitment to course of action by undervaluing the true cost
1st condition = asked about taking part in a study and told prior about early start
2nd condition = asked about taking part in a study, once agreed, then told about 7am start
What is the effect of the ‘Foot in the Door’ Technique
- Having agreed to the smaller request people were more likely to agree to the larger request
- Theorised that prior endorsement puts pressure on maintaining consistent behaviour
What was the finding of lowballing?
People won’t back out after agreeing, relies on consistency
What is the effect of imagining compliance?
Asking people to imagine behaviour of a performance can be enough to induce compliance
Describe Reciprocity
Belief that receiving something positive from another person requires you to reciprocate in response
Describe the ‘Door in the Face’ idea
- Idea that asking for something too large = rejection
- When we ask for a smaller request it appears to be a compromise
- Due to this, it puts pressure on the other person to agree to the smaller request
Describe the ‘That’s Not All’ version
- Gain compliance by adding a ‘sweetener’ into the deal.
- Version of the Door in the Face
- People more inclined to buy something with the free item than buying the same items for the same total price
What is Conformity?
A behaviour change due to assimilation
TRUE or FALSE
We are always aware of the change in terms of conformity
FALSE
We may not be aware of the change
What is Informational Conformity
Conformity due to ambiguous physical reality
-We are unsure how to behave therefore we may consult others who appear to know. We are willing to change attitude to conform
What is private acceptance?
An attitude change
Seen in informational conformity
Describe the ‘Autokinetic Effect’
- Individual difference of results created an ambiguous reality
- Overtime people naturally agree with each other because they didn’t know the correct answer
Describe the Affiliation studies
- Looked at the desire to seek information from others
- In high anxiety condition participants wanted to sit among people in the same condition due to uncertainty.
What is Normative Conformity?
- Conformity in an Unambiguous physical reality (people aren’t wondering what to do)
- Based on motivation to be liked or accepted by a reference group
What does Normative Conformity produce?
Produces compliance, without (necessarily) an attitude change
What are the factors affecting Conformity?
- Size of Majority
- Unanimity of Majority
- Ambiguity of Situation
- Motivation and Opportunity
- Expertise
- Individual and Cultural Difference
In context of Size of Majority affecting Conformity, how many people give the max effect?
- About 4 people has max effect
- A further increase doesn’t have an effect
How does Unanimity of Majority affect Conformity?
If a person in the study disagrees from the majority it wipes the effect
How does Ambiguity of Situation affect Conformity?
Effect is enhanced when the situation is ambiguous as it makes people look to others
How does Motivation and Opportunity affect Conformity?
When people have more reason to make correct decision and suitable cognitive resources to evaluate the situation, people can then go against the majority
How does Expertise affect Conformity?
Effect is enhanced when individual giving wrong answer has some authority
How do Individual and Cultural Differences affect Conformity?
Individuals may be more/less likely to conform and this is influenced by culture
What are the factors in Social Impact Theory?
- Number of people exerting the influence
- Strength of that influence
- Distance (physical or psychological)
What is Obedience?
Behaviour change in response to a direct order
What was noted in Milgram’s experiment as influential from a compliance perspective?
- When people were going to defect from complying it was on the boundary between shock levels
- This is an example of dissonance and self perception as well as latitude of acceptance
