Questions and Answers
What is compliance?
Refers to the act of changing one's behaviour in response to a direct request (e.g., from friends, salespeople, charities).
Match the compliance techniques with their principles:
Friendship/liking = Ingratiation, flattery, incidental similarity Commitment/consistency = More willing to comply with requests consistent with prior commitments Scarcity = Valuing outcomes that are decreasing in availability Reciprocity = Need to reciprocate actions done to us Social validation = Compliance increases if the action aligns with peers Authority = Greater compliance when requests come from perceived authority figures
What is the door-in-the-face technique?
A technique where a large request is made knowing it will be turned down, leading to compliance with a smaller request.
What is the foot-in-the-door technique?
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Which of the following are examples of compliance techniques based on scarcity? (Select all that apply)
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Define social validation.
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What influences conformity? (Select all that apply)
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What are social norms?
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Explain Moscovici's studies of minority influence.
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Study Notes
Compliance
- Involves changing behavior in response to direct requests from others, including friends and salespeople.
Robert Cialdini's Compliance Principles
- Six foundational principles guide compliance techniques: friendship/liking, commitment/consistency, scarcity, reciprocity, social validation, and authority.
Friendship/Liking
- Mayer engagement tactics include ingratiation, flattery, and incidental similarity to foster compliance.
Commitment/Consistency
- Commitment to a position leads to increased likelihood of complying with requests that align with that position.
Reciprocity
- Social conditioning drives individuals to reciprocate favors or actions, fostering a mutual exchange in social interactions.
Door-in-the-Face Technique
- An initial large request is made, followed by a smaller request as a concession, encouraging compliance through perceived reciprocity.
Foot-in-the-Door Technique
- Individuals committed to a small request are more likely to agree to a larger subsequent request.
Low-Balling Technique
- After securing a commitment, the terms of the request are altered to disadvantage the committed individual, relying on their initial agreement.
Scarcity
- Items or outcomes that are less available are perceived as more valuable. Techniques include playing hard to get and imposing deadlines.
That's-Not-All Technique
- Additional benefits are presented to individuals before they make a decision, potentially increasing compliance and perceived value.
Authority
- Compliance is higher when requests come from individuals perceived to hold legitimate authority or expertise.
Social Validation
- Requests are more likely to be accepted when they align with actions believed to be taken by others similar to the target.
Conformity
- The process of aligning one's thoughts or behaviors with the norms or standards of a group or society.
Normative Social Influence
- Conforming to fit in or avoid disapproval from others; typically results in public compliance without private acceptance.
Informational Social Influence
- Conforming based on informational cues from others, particularly in ambiguous situations, resulting in private acceptance.
Social Norms
- Implicit or explicit expectations governing behavior, which may vary across different contexts.
Injunctive Norms
- Perceived expectations about how people ought to behave in society.
Descriptive Norms
- Observations of how people are actually behaving in given situations.
Reasons for Conformity
- Driven primarily by normative and informational social influences.
Situations Strengthening Conformity
- Feelings of incompetence or insecurity, group size of at least three, admiration for the group, lack of prior commitment, observation by peers, culture promoting social standards, and group unanimity.
Moscovici's Studies of Minority Influence
- Critiques conventional conformity research, emphasizing individual agency and the potential for minorities to influence majorities.
Moscovici's Argument
- Consistent minority opinion can disrupt majorities, draw attention to alternative views, signal commitment, and provoke thoughtful consideration.
Factors for Minority Influence on Majorities
- Success is contingent on consistency, avoiding rigidity, alignment with current trends, and shared characteristics with the majority.
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Description
This quiz focuses on key concepts in compliance and conformity, based on the principles outlined by renowned psychologist Robert Cialdini. Each flashcard presents essential definitions and concepts that influence human behavior. Test your understanding of these psychological techniques and their applications.
