The Psychology of Compliance
Compliance is
a type of social influence where an individual does what someone else wants them to do
, following his or her request or suggestion. It is similar to obedience, but there is no order – only a request.
Which technique relies on the psychological principle that people are more likely to respond positively to a request from another person if they have previously responded positively to another typically smaller request?
The foot-in-the-door technique (or FITD)
is a strategy used to persuade people to agree to a particular action, based on the idea that if a respondent will comply with an small initial request then they will be more likely to agree to a later, more significant, request, which they would not have agreed to had they been …
Which technique suggests that people are more likely to agree to large requests after they have agreed to smaller ones?
The Foot in The Door Technique (FITD)
was first coined by Johnathan Freedman and Scott Fraser of Stanford University in 1966, when they conducted a study to try and prove this theory of granting smaller requests can lead to agreeing to larger requests.
What is foot in the face technique?
The foot-in-the-face technique involves
asking for a moderately difficult task to be completed and then
, regardless of what the person says, you ask immediately for a second [moderately difficult] task to be done. In the current research project, researchers chose to make two requests, both of moderate difficulty.
What is the lowball technique?
Low-balling is a
technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable
. Studies have shown that this approach is more successful than when the less favorable request is made directly.
What are the 6 principles of compliance?
- Reciprocity;
- Commitment/consistency;
- Social proof;
- Authority;
- Liking;
- Scarcity.
What are the four methods of compliance?
- Foot-in-the-Door Technique. The foot-in-the-door technique involves making a smaller request, which a person is likely to agree to, before making your larger request. …
- Door-in-the-Face Technique. …
- Low-Balling. …
- Norm of Reciprocity. …
- Ingratiation.
What three components are necessary to realize the foot-in-the-door phenomena?
The foot-in-the-door phenomenon is the tendency for people who have first agreed to a small request to comply later with a larger request. The three components needed to realize the foot-in-the-door phenomenon are
a small, trivial request; a change in belief; and a larger request
.
Conformity
is one effect of the influence of others on our thoughts, feelings, and behaviors. Another form of social influence is obedience to authority. Obedience is the change of an individual’s behavior to comply with a demand by an authority figure.
Which strategy would involve trying to gain compliance by making a large request that you know will be refused before coming back with a more reasonable request?
The door-in-the-face (DITF) technique
is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader’s face.
What does Foot in Mouth mean?
Say something foolish, embarrassing, or tactless
. For example, Jane put her foot in her mouth when she called him by her first husband’s name. This notion is sometimes put as having foot-in-mouth disease, as in He has a bad case of foot-in-mouth disease, always making some tactless remark.
What is an example of foot-in-the-door technique?
The foot-in-the-door technique is when a small request is initially made in order to get a person to later agree to a bigger request. An example of this is
when a friend asks to borrow a small amount of money, then later asks to borrow a larger amount
.
Why does foot-in-the-door work?
The reason that the foot-in-the-door technique works is
because people have a natural need for consistency
. People prefer not to contradict themselves in both actions and beliefs. The foot-in-the-door technique gains compliance by creating the opportunity for people to be consistent.
What is the Thats not all technique?
ABSTRACT. The that’s-not-all (TNA) compliance-gaining technique offers
a product at an initial price and then improves the deal
by either lowering the price or adding an extra product before the target responds to the final and adjusted offer.
What is the but you are free technique?
The “but you are free” (BYAF) technique is
a verbal compliance procedure which solicits people to comply with a request by telling them that they are free to accept or to refuse the request
. This technique is based on the semantic evocation of freedom.
What is the opposite of foot in the door?
The opposite of the foot-in-the-door technique,
door-in-the-face
starts out with a large request that you know the prospect will decline followed immediately by a smaller request (the second request being what you really wanted the prospect to do).
