Lecture 9: Compliance Flashcards
1
Q
What is compliance?
A
- Behaviour change via manipulation of social norms
2
Q
What is consistency?
A
- A belief that one’s behaviour should be consistent over time
3
Q
What is the foot in the door technique? Give an example
A
- If you can get someone to do something small, it’s much easier to get someone to follow through with a larger request
- Sign petition against drunk driving, then ask for billboard on people’s lawns
- Supports cognitive dissonance theory
4
Q
What is the lowballing technique? Give an example
A
- Securing commitment to a course of action by undervaluing its true cost
- Buying a car (not taking into account on road costs, WOF, etc.)
5
Q
What’s an example of imagining compliance?
A
- “Would you spend 3 hours working for the American Cancer Society?”
- Low compliance
- Ask to predict, then comply
- Way more likely to comply
6
Q
What is reciprocity?
A
- Belief that receiving anything positive from another person requires you to reciprocate in response
7
Q
What is the door in the face technique?
A
- Start with a large request, then cut down to a smaller (moderate_ request (reciprocity)
8
Q
What is the that’s not all technique?
A
- Cookies + cupcakes low
- Cupcakes + bonus cookies high (reciprocity)
9
Q
What is conformity?
A
- Behaviour change due to assimilation
10
Q
What is informational conformity?
A
- Conformity due to ambiguous physical reality
- eg. don’t know when to clap, clap when everyone else claps
11
Q
What is normative conformity?
A
- Conformity in unambiguous physical reality
- Asch’s line study
- They give the wrong answer because everyone else chooses it even though they know it’s wrong
12
Q
What’re some factors affecting conformity?
A
- People disagreeing with you 4
13
Q
What is the social impact theory?
A
- Number
- Strength
- Distance (of influences)
- Affect conformity
- Imagine lightbulbs
14
Q
What is obedience?
A
- Behaviour change in response to a direct order
