Psychology Compliance Techniques

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Questions and Answers

What is compliance in the context of behavior change?

Compliance is the alteration of an individual's behavior due to a direct request.

Explain the foot-in-the-door technique and how it functions.

The foot-in-the-door technique involves making a small initial request to gain compliance before presenting a larger related request.

What role does personal commitment play in the foot-in-the-door technique?

Personal commitment makes individuals more likely to agree to larger requests after they've accepted a smaller one.

Describe the lowball technique and its effectiveness.

The lowball technique involves gaining commitment and then raising the cost, creating an illusion of a better deal. Signup and view all the answers

What is the bait and switch tactic in commitment-seeking strategies?

Bait and switch is obtaining commitment through an attractive offer that is later replaced by a less appealing alternative. Signup and view all the answers

How does labeling influence compliance?

Labeling assigns a description to an individual, increasing the likelihood they will comply with requests aligned with that label. Signup and view all the answers

What common factor gives the foot-in-the-door technique its effectiveness?

The effectiveness lies in the personal commitment and self-concept changes that occur after agreeing to the initial request. Signup and view all the answers

In what way can public commitment affect compliance behaviors?

Public commitment increases the probability of follow-through on requests because the individual is aware that others are observing their actions. Signup and view all the answers

What impact does labeling someone as a 'voter' have on their likelihood to participate in elections?

Labeling someone as a 'voter' increases their likelihood of engaging in voting behavior. Signup and view all the answers

How does the door-in-the-face technique utilize norms of reciprocity?

It involves making an unrealistic request followed by a smaller request, leading individuals to feel obligated to comply with the latter. Signup and view all the answers

What is the main ethical concern associated with the Milgram Experiment?

The main ethical concern is the psychological stress inflicted on participants who believed they were harming another person. Signup and view all the answers

What were the findings of Jerry Burger's 2009 replication of the Milgram Experiment?

Burger found that 70% of participants administered shocks up to 150 volts during the experiment. Signup and view all the answers

In the context of obedience, how does 'personal responsibility' influence behavior?

Individuals are more likely to obey authority figures when they feel less personally responsible for their actions. Signup and view all the answers

What role does normative social influence play in the Milgram Experiment's results?

Normative social influence causes individuals to comply in order to avoid disapproval from authority figures. Signup and view all the answers

Describe how the 'That's-Not-All' technique leverages the principles of reciprocity.

It enhances an initial offer by adding bonuses or extras, prompting individuals to feel indebted to accept the deal. Signup and view all the answers

What did the results of the Milgram Experiment reveal about human behavior?

The results revealed that 65% of participants were willing to administer the highest shock level, highlighting the powerful influence of authority. Signup and view all the answers

How does the presence of dissenting peers affect obedience in a group setting?

The presence of dissenting peers tends to lower levels of obedience among individuals. Signup and view all the answers

What can be learned about the importance of dissent in a group context from the Milgram studies?

Groups that encourage dissent are more likely to resist harmful pressures and avert blind obedience to authority. Signup and view all the answers

Study Notes

Compliance

Compliance refers to the phenomenon where an individual alters their behavior in response to a specific and direct request made by another individual or entity. This change can be immediate and reflects an individual's willingness to adhere to the expectations or demands of others.
Some of the most common examples of compliance in everyday life include actions such as washing hands after using the restroom to maintain personal hygiene, following traffic rules to ensure safety on the roads, and adhering to school or workplace policies that promote order and productivity. These actions often serve as reflections of social norms and legal regulations.
The concept of compliance is particularly prevalent in various sales tactics and marketing strategies, one of which is the foot-in-the-door technique. This approach leverages small requests initially to pave the way for larger requests, enhancing the likelihood that individuals will agree to the more significant ask later
- on.
Foot-in-the-Door Technique
- This established psychological strategy efficiently gains compliance with larger requests by first securing agreement on a minor, related request requiring less effort or commitment from the individual. This approach capitalizes on the fundamental human preference for consistency in behavior and attitudes, often referred to in psychology as cognitive consistency. The Foot-in-the-Door Technique taps into our innate desire to appear consistent to ourselves and others, making it a powerful tool in persuasion.
- A pivotal study conducted in the 1960s provides empirical evidence for the effectiveness of this technique. In this notable research, a group of householders, specifically housewives, were initially presented with a minor request, which involved a simple interaction with household products. Following their compliance to this smaller ask, these individuals were later approached with a significantly more substantial request, which involved categorizing these household products within their homes. The results of this study revealed markedly higher rates of compliance for the larger request from those who had initially complied with the smaller one, demonstrating the pivotal role of initial commitment in influencing subsequent behaviors.
- The success of this technique can be attributed to several psychological mechanisms at play. Firstly, the sense of personal commitment that develops from agreeing to the initial request is crucial. This initial agreement often creates a psychological contract, where individuals feel a sense of obligation to follow through on subsequent requests. Secondly, the process reshapes the individual’s self-concept as they begin to see themselves as more amenable or agreeable, which then predisposes them to future related requests. Moreover, the technique effectively ties these requests to the individual's existing values and beliefs, fostering a deeper alignment and increasing the likelihood of agreement. Finally, the public nature of the commitment strengthens compliance, as individuals recognize that their actions and commitments are being observed by others, leading to a desire to maintain a consistent self-image in social contexts.
Why the Foot-in-the-Door Technique Works
- Personal Commitment: The act of agreeing to the initial request fosters a sense of commitment, thereby making fulfillment of a larger request more probable. This personal accountability arises from the initial compliance, prompting individuals to adhere to their commitments in subsequent interactions.
- Self-Concept: The initial agreement contributes to an alteration in self-image, encouraging individuals to identify more closely with agreeable tendencies. By adhering to the initial request, people begin to see themselves as cooperative or accommodating, which predisposes them to accept future related requests while reinforcing their newly established identity.
- Tied to Values: The small request is often congruent with the individual's existing values and beliefs. This alignment enhances the individual's motivation to comply, as accepting the request resonates with what they already consider important or worthwhile. When individuals are presented with requests that echo their personal beliefs, they are significantly more likely to agree.
- Public Commitment: When an individual agrees to a request publicly, the awareness that others are witnessing this commitment amplifies their sense of obligation. This external observation acts as a social cue, driving individuals to remain consistent with their public agreements to maintain a favorable self-image and reputation among peers.

Other Commitment-Initiating Tactics

Lowball Technique

Gains commitment then increases the cost of the commitment after agreement.
Creates an illusion of a deal, but raises the cost later.
Similar to foot-in-the-door as it involves a starting point and then an increased cost.

Bait and Switch

Gains commitment before altering the arrangement.
Presents attractive but unattainable "bait" to gain commitment.
A "switch" then occurs, presenting a more expensive/less desirable alternative.
Commonly used in "door-crasher" sales events.

Labeling Technique

Assigns a label to an individual to increase compliance with requests related to that label.
Example: Asking "How important is it to be a voter?" instead of "How important is it to vote?".
This encourages higher voter turnout by attaching the "voter" label.

Norms of Reciprocity

Cultural norms requiring repayment for actions received, often manifesting a natural inclination to return favors or kindnesses. This norm is deeply rooted in social psychology and can vary in strength across different cultures and societies, but fundamentally revolves around the principle of mutual aid and the expectations of social exchanges.
In commercial contexts, these norms are strategically utilized in sales tactics by offering small favors, such as complimentary services like "free tire changes," to encourage customers to feel indebted and consequently lead to purchases. This transaction essentially works on the premise that if someone receives something without cost, they will be more likely to provide something in return.
For instance, businesses like Cal Tire implement this norm systematically, creating an environment where customers are more inclined to reciprocate the goodwill by opting to purchase future products and services. This tactic not only boosts immediate sales but also cultivates a long-term relationship with customers, embedding customer loyalty and repeat business.

Door-in-the-Face Technique

This negotiation strategy is fundamentally based on the principles of reciprocity. It involves presenting an initial large, and often unrealistic request, which is almost certain to be declined by the recipient.
Subsequently, the person making the request follows up with a smaller, more reasonable request, which significantly increases the likelihood of compliance. The contrast between the two requests makes the second one appear more palatable and achievable.
Furthermore, the psychological dynamics at play—specifically, the feelings of guilt or social obligation that arise from rejecting the first, extravagant request—serve to further enhance compliance with the second request.

That's-Not-All Technique

This technique enhances the initial offer by introducing additional elements or benefits after the initial presentation. This tactic not only sweetens the deal but also makes the offer seem more generous and appealing.
By adding further benefits following the original offer, the individual is imbued with a sense of obligation or commitment to comply with the proposal, creating a psychological effect of increased desirability for the offer that may otherwise have been declined. This method is particularly effective in sales scenarios where persuasion is key.

Obedience

Social influence resulting in conformity or compliance from an authority figure's directive.
Individuals often obey authority, despite personal beliefs or morals.
The Milgram Experiment is a key study on obedience.

Milgram Experiment

Investigates the extent of obedience to authority, even when harming others.
Participants believed they were part of a memory test, focused on obedience levels.
"Teachers" instructed to deliver electric shocks (pretend) to "learners" (actors) for incorrect answers.
The shocks escalated in intensity, with the learner expressing increasing pain.
This study highlighted the powerful effect of authority.

Milgram Experiment Results

Psychologist Stanley Milgram studied obedience.
Participants delivered increasing shock levels to learners.
A notable 65% delivered the maximum shock level, despite the learner's expressed distress, under implied authority.

Replication and Similar Experiments

Jerry Burger replicated the Milgram experiment with modifications like stopping at 150 volts.
Burger (2009) showed 70% of participants reached this level.
Toas Grup and Darius Dolinski (2016) experiment in Poland found over 90% of participants (10 of 10 shocks) reached a similar level of obedience, indicating the persistent effect.

Explaining the Results

Normative Social Influence: Compliance to prevent disapproval from authority figures.
Informational Social Influence: Ambiguous situations with experts increase reliance on experts.
Self-Justification: Escalating actions make it difficult to draw a line against harmful behavior.

Factors Influencing Obedience

Disobedience: Lower compliance when others refuse to deliver shocks.
Absence of Authority: Reduced obedience without the experimenter present.
Personal Responsibility: Observers are more likely to obey if they perceive themselves as not personally accountable for the actions.

Lessons Learned

Power of the Situation: Situational factors can override personal beliefs.
Resistance: Understanding obedience pressures strengthens resistance to harmful demands.
Importance of Dissent: Groups allowing dissent are less susceptible to authoritarian pressures.

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Description

Explore the principles of compliance in psychology, focusing on the foot-in-the-door technique. Understand how initial small requests can increase the likelihood of agreeing to larger requests through personal commitment and self-concept changes. This quiz will test your knowledge on effective compliance strategies.