PSY1022 Lecture Notes - Lecture 7: Philip Zimbardo, Solomon Asch, Asch Conformity Experiments
13 Oct 2018
School
Department
Course
Professor
Document Summary
There are many techniques a person can use to ensure compliance: The foot in the door technique (freedman & fraser, 1966) assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request. So, initially you make a small request and once the person agrees to this they find it more difficult to refuse a bigger one. The foot-in-the-door technique works on the principle of consistency. Refusing a large request increases the likelihood of agreeing to a second, smaller request. Initially you make a big request which a person can be expected to refuse. Then you make a smaller request which the person finds difficult to refuse because they feel they should"t always say no! It has been found the door-in-the face technique produces high levels of compliance only when the same person makes the request, and the requests are similar in nature. This technique works due to the principle of reciprocity (cialdini et al. , 1975).
