PSYC 308 Lecture Notes - Lecture 20: Wield, Ingratiation, Autopilot
Document Summary
Understand the different categories of weapons of automatic influence . Define and explain each type of compliance technique. Understand issues of generalizability regarding milgram"s study on obedience. Change in behaviour as a result of a request from another. Compliance often occurs as a result of automatic processes. Each compliance technique seen weapon of automatic influence . Power of these techniques manifest almost automatically due to our mechanistic responses. Easy to wield once you know how they work. Subtle and inconspicuous target often doesn"t know that it"s happening. Obligation-based: compliance as a reciprocation response to the requester. Commitment-based: compliance due to motivation to see self as consistent. Authority-based: direct deference to authority figures" requests for compliance. Door-in-the-face: present someone with a large, unreasonable request (with which one will likely not comply), followed by a smaller, more reasonable request. Reciprocity norms: receiving something positive (someone does something nice for you) from someone requires us to reciprocate or behave similarly.
