PSYC 1250 Lecture Notes - Lecture 8: Social Proof, Stationary Point, Bobbi Brown
19 Jun 2018
School
Department
Course
Professor
Compliance
A form of social influence involving direct requests from one person to another.
•
After awhile of nagging, the compliance may lead to a positive
behaviour/attitude
•
Commitment and consistency: once we agree to something we do not want to
change our minds
•
Scarcity: if something is limited in amount or time of avail., we will want it more
•
Reciprocity: if someone does something for us, we want to return the favour
•
Social proof: we look to others' behaviours when making our decisions
•
Liking: we are more likely to accept something coming from someone we like
•
Authority: if someone in authority tells us its good, we will like it
•
Compliance Techniques
Foot-in-the-door Technique-a two step compliance technique in which the
influencer secures compliance to a small request, and then later follows this
with a larger, less desirable request.
If I can get you to let me in, you have agreed to do something small for
me, this means that you are more likely to do something bigger and more
costly for me
○
Please sign this petition! Okay… now give me money
You are more likely to give them money because you want to
appear consistent in your beliefs and demeanors, therefore you will
give them money because you have already committed to helping
this cause
§
○
•
Door-in-the-face Technique-a two step compliance technique in which, after
having a large request refused, the influencer counteroffers with a smaller
request.
1st request must be very large so that the person will not make negative
inferences about themselves.
○
Time interval between request 1 and 2 must be relatively short, so the
person still has the feeling of obligation
○
2nd smaller request must be made by same person who made the initial
big request
○
•
Lecture 02/12
Monday, February 12, 2018
11:28 AM
find more resources at oneclass.com
find more resources at oneclass.com
