Week 4 Flashcards
What is the motivation behind commitment and consistency?
The desire to appear and feel consistent with past behaviors and beliefs.
What is an example of commitment and consistency in behaviour?
People are more likely to comply with requests they’ve complied with in the past, such as ordering Thai food on Uber Eats and paying the extra charge.
What is the self-concept related to consistency?
We want to be seen as good, reliable people, and need to consistently demonstrate that reliability.
What was the New Year’s resolution study about?
It compared success rates between people with clear resolutions (46% success) vs. people without specific resolutions (4% success).
How does communicating a clear commitment affect behavior?
Clear commitments, especially specific ones, increase the likelihood of executing the behavior.
What is the Foot-in-the-Door (FITD) technique?
A two-step compliance technique where people agree to a small request first, then are more likely to agree to a larger request.
What was the classic Foot-in-the-Door study about?
Homeowners who agreed to put a small sign on their lawn were more likely to agree to a larger billboard sign later.
What is cognitive dissonance?
The discomfort felt when beliefs and actions conflict, like believing smoking is bad but still smoking.
How do people reduce cognitive dissonance?
By changing their beliefs, changing their actions, or justifying their actions.
What did the boring task study show about cognitive dissonance?
People who were paid $1 to lie about enjoying the task convinced themselves it was fun, reducing discomfort.
What is Self-Perception Theory?
It suggests people infer their attitudes and beliefs by observing their own behavior, rather than feeling discomfort like in cognitive dissonance.
What was the recycling study about?
It showed how the Foot-in-the-Door technique (small request followed by a larger one) increased compliance with waste sorting behaviors.
What is Preference for Consistency (PFC)?
PFC refers to how much someone values consistency in their actions, beliefs, and behaviors.
What are the types of consistency?
internal consistency (with your own beliefs), public consistency (appearing consistent to others), and others’ consistency (wanting others to be consistent).
How does PFC affect the Foot-in-the-Door effect?
People with high PFC are more likely to show the FITD effect, agreeing to larger requests after a small one.
How do individualistic and collectivist cultures differ in their response to FITD?
Individualistic cultures show stronger FITD effects, valuing consistency, while collectivist cultures focus more on situational behavior and group goals.
Lowballing
Two-step compliance technique
Secure agreement → reveal hidden costs
Example: Car dealership lists a low price, then raises it
Foot in the Face
Follow one request with a similar second request
Compliance is higher if the person agreed to the first request
Ask immediately for a second task
what is the Early Morning Study?
Control: Told upfront it was at 7 AM → 24% compliance
Low-ball: Told time after agreeing → 56% compliance
what Commitment Effects (Public Commitment Study)
Participants pledged $5 for a fundraiser
Promised a mug → interrupted → told mugs were out
Compliance remained high due to commitment
Why does Lowballing Works
Commitment to behavior: Hard to back out
Good cause: We want to feel like good people
Commitment to a person: Hard to say no after saying yes
Self-presentation: We want to seem consistent
what is the French Study (Experiment 1)
Tested self-presentation and commitment
Control: Asked for a lighter to light a joint → 38% compliance
Low-ball: Asked to light a cigarette first → then showed joint → 80% compliance
what is the French Study (Experiment 2)
Posed for a magazine photo
Control: Told object upfront
Mint syrup: 95%
Beer bottle: 60%
Absinthe bottle: 7.5%
Low-ball: Told object after agreeing
Mint syrup: 100%
Beer bottle: 90%
Absinthe bottle: 20%
what are the key takeaways from french studies
Self-presentation matters
Lowballing likely driven by commitment to the requester
Still a relatively under-studied effect
