Podcast
Questions and Answers
Why is consistency valued in society according to the text?
Why is consistency valued in society according to the text?
What is the main idea behind inducing an initial commitment to secure compliance?
What is the main idea behind inducing an initial commitment to secure compliance?
Which of the following is NOT mentioned as a characteristic of effective commitments for producing consistent future action?
Which of the following is NOT mentioned as a characteristic of effective commitments for producing consistent future action?
In what way does consistency function as a shortcut in modern existence?
In what way does consistency function as a shortcut in modern existence?
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Why do compliance professionals try to induce an initial commitment that is consistent with future behavior they will request?
Why do compliance professionals try to induce an initial commitment that is consistent with future behavior they will request?
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What role does an initial commitment play in securing compliance according to the text?
What role does an initial commitment play in securing compliance according to the text?
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What phenomenon explains the effectiveness of deceptive compliance practices such as 'throwing the low-ball'?
What phenomenon explains the effectiveness of deceptive compliance practices such as 'throwing the low-ball'?
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What signals should individuals listen for to resist undue influence on compliance decisions?
What signals should individuals listen for to resist undue influence on compliance decisions?
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In what circumstances should an individual explain that compliance would constitute 'foolish consistency'?
In what circumstances should an individual explain that compliance would constitute 'foolish consistency'?
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Why should individuals ask themselves 'Knowing what I know, if I could go back in time, would I make the same commitment?'
Why should individuals ask themselves 'Knowing what I know, if I could go back in time, would I make the same commitment?'
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Who are commitment and consistency tactics likely to work especially well on, according to the text?
Who are commitment and consistency tactics likely to work especially well on, according to the text?
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What should individuals rely on when employing 'heart-of-heart signs' according to the passage?
What should individuals rely on when employing 'heart-of-heart signs' according to the passage?
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Study Notes
Commitment and Consistency
- Commitment decisions, even if erroneous, can be self-perpetuating and "grow their own legs" due to people adding new reasons to support their initial decisions.
- This phenomenon leads to commitments remaining in effect long after the initial conditions have changed.
Recognizing Undue Influence
- To recognize and resist consistency pressures, listen to signals from two internal sources: stomach and heart of hearts.
- Stomach signs appear when you feel pressured to agree to requests you don't want to perform.
- Heart-of-heart signs are used when it's unclear if an initial commitment was wrong; ask yourself if, knowing what you know now, you would make the same commitment.
Effectiveness of Commitment and Consistency Tactics
- These tactics are more effective on individuals from individualistic societies, particularly those over 50 years old.
- People have a desire to be consistent in their words, beliefs, attitudes, and deeds due to societal values, daily benefits, and complexity shortcuts.
Key Factors in Commitments
- Securing an initial commitment is crucial in compliance.
- Commitments are more effective when they are active, public, effortful, and viewed as internally motivated (uncoerced).
- People are more willing to agree to requests that align with their prior commitments.
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Description
Explore the concept of consistency in behavior as recognized by psychologists and its importance in daily life. Learn about the three sources feeding the desire for personal consistency and its role in navigating the complexities of modern existence.
