PSY220H5 Chapter Notes - Chapter 9-10: Endocrine System, Pluralistic Ignorance, Random Assignment
Document Summary
Compliance: milgram"s research: how common it is for people to obey insistent commands of someone in a position of authority. In that case, the second, smaller request is not seen as a concession, so it doesn"t create the same obligation. The that"s-not-all technique: use of norm of reciprocity in a similar manner as before, adding something to an original offer, thus creating some pressure to reciprocate. The foot-in-the-door technique: a compliance technique in which a person makes an initial small request with which nearly everyone complies, followed by a larger request involving the real behaviour of interest. If requests can be crafted to appeal to a person"s self-image, the likelihood of compliance can be increased: opposite of the door-in-the-face technique. Idea is that the initial agreement to the small request will lead to a change in the individual"s self-image; then the person has a reason to agree to the subsequent, larger request.
