LU5: compliance

Question 1

Robert Cialdini

Answer 1

around these (pp.294-299);
Robert Cialdini, social psychologist, studied people who success depends on their ability to say yes eg. Sales, advertisers, politicians, con artists, negotiators etc.

Question 2

techniques for gaining compliance take many forms, but rest on 6 basic principles.

Answer 2

1. friendship / liking
2. Commitment / consistency
3. Reciprocity
4. Scarcity
5. Social validation
6. Authority

Question 3

6 basic principles for gaining compliance
(friendship / liking)

Answer 3

Generally we are more willing to
comply with requests form
friends or people we like than
with requests from strangers or
people we don’t like.

• Ingratiation – getting others to
  like us so they will be more
  willing to agree to our requests

techniques: How?
▪Flattery
▪Self promotion
▪ Incidental similarity

Question 4

6 basic principles for gaining compliance
(Commitment / consistency)

Answer 4

Once we have committed ourselves to a position or action, we are more willing to comply with requests for behaviours that are consistent with this position or action than with requests that are inconsistent
with it.

techniques
▪ Foot in the door technique (requesters start with a small request and then when it is granted they escilate to a larger one)
▪ Low ball procedure ( attract a customer with an attractive initial offer and then making the offer less favourable)

Question 5

6 basic principles for gaining compliance
(Reciprocity)

Answer 5

We are more willing to comply with
a request form someone who has
previously provided a favour or
concession to us than to someone
who has not.
- We feel obligated to pay people
back in some way for what they have
done for us.

technique:
▪Door in the face technique (start with a larger request and then when it is refused, retreat ti a smaller one (the one you wanted all along) )
▪That’s not all technique: (requesters offer additional benefits before they have decided wether to comply or reject the request)

Question 6

6 basic principles for gaining compliance
(Scarcity)

Answer 6

• We value & try to secure,
  outcomes or objects that are
  scarce or decreasing in
  availability.
• As a result, we are more likely to
  comply with requests that focus
  on scarcity than ones that make
  no reference to this issue.

technique:
▪Playing hard to get
▪Deadline technique (targeted people are told they only have limited time to take advantage of an offer)

Question 7

6 basic principles for gaining compliance
(Social validation)

Answer 7

• We are generally more willing to
  comply with a request for some
  action if this action is consistent
  with what we believe similar to
  ourselves are doing or thinking.
• We want to be correct, & one way
  to do so is to act & think like
  others.

Question 8

6 basic principles for gaining compliance
(authority)

Answer 8

• We are more willing to comply with
  requests from someone who holds
  legitimate authority – or even
  appears to do so.