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General Compliance
The door in the face technique
The foot in the door technique
Lowballing
More compliance
100
Define compliance
Compliance involves the modification of behaviour in response to a direct request from one person to another, even if the person making the request has no specific power.
100
Define 'the door in the face technique'
A large request is made which will surely be turned down, then a smaller request is made. People are more likely to comply to the second request.
100
What is the 'foot in the door technique?'
Getting people to make commitment to something small, with the hope of persuading them to agree to something larger.
100
What is lowballing?
It involves changing an offer or condition to make it less attractive to the target person after that person has agreed to it.
100
I could not think of another question to do here!
:)
200
What are compliance techniques?
strategies used in order to influence individuals to comply with the demands or desires of others.
200
Why does 'the door in the face technique work'? What principle or factor mentioned by Cialdini does this relate to?
The person feels that the other person has already lowered the original request to accommodate them. The person has thus compromised already and they feel this compromise should be acknowledged. Principle of Reciprocity
200
Who were the researchers who conducted the main research study related to the 'foot in the door technique?'
Freedman and Fraser (1966) F = Freedman / Fraser & Foot.
200
What factor or principle can explain lowballing?
Commitment: usually a public commitment.
200
Who conducted research comparing FITD and Lowballing?
Hornik et al (1990)
300
Give an example of a real life setting when compliance techniques are often used.
Sales
300
What is the name of the main researcher that has conducted research into 'the door in the face technique'?
Cialdini et al (1975).
300
What principle or factor is most often used to explain why the 'foot in the door technique works?'
Commitment (and consistency).
300
Name 2 researchers who conducted research that demonstrates lowballing.
Burger and Cornelius Cialdini
300
What were Hornik's results?
Both techniques were effective. Lowballing significantly more effective than FITD A technique combining both was best.
400
What are the six principles outlined by Cialdini that influence the likelihood that an individual will comply with a request?
Principle of reciprocity. Principle of commitment. Principle of scarcity Principle of consensus Principle of authority Principle of liking.
400
What was the procedure of Cialdini's research?
CialDINi (Door IN the face) C = County youth Counselling Program C = Chaperone His team posed as representatives of Country Youth Counselling Program: They stopped university students and asked them if they would be willing to chaperone a group of juvenile delinquents on a day trip to the zoo. 83% refused to volunteer. In the other condition they stopped students and first asked if they would be willing to sign up to work 2 hours per week as counsellors for a minimum of 2 years. No-one agreed to volunteer. They then followed up their refusal with another request to chaperone the Juvenile delinquents on a day trip to the zoo.
400
What were the main methods involved in Freedman and Fraser's research study?
It was a field experiment. A researcher posed as a volunteer worker, and tried to persuade people to allow a big sign reading "drive carefully" to be placed in their garden. Baseline condition 1: That asking this favour directly: 17% complied. Condition 2: Foot in the door technique: Participants were previously asked to display a small "drive carefully sign" and were then asked by a new volunteer to display a big 'drive carefully sign.' Condition 3: Participants had previously been asked to sign a petition to keep California beautiful and then were later asked to display the large 'drive carefully sign'.
400
What were the methods and findings of Burger and Cornelius' study?
Students asked over the phone to donate $5 to a scholarship fund for underprivileged students. Lowball condition: Participants told they would receive a coupon for a free smoothie. If they agreed they were informed that the coupons had run out. Interrupt condition: Same as above, but before they give their answer they are told that the coupons have run out. Control condition: request made with no offer of a smoothie. Results: Control condition: 42% compliance (no offer of smoothie) Lowball condition: 78% complied. Interrupt condition: 26% compliance.
400
Further studies have added new insights into the FITD. Name 3 things that make it more likely that FITD will work.
Initial requests should not be so large that people will refuse them FITD requires a delay between the initial request and the larger, later one. When both people make both requests it is difficult to get compliance. The requests must be socially acceptable.
500
Explain what each of the 6 principles or factors that influence compliance actually mean.
Reciprocity: If someone does something for you, then you feel more obliged to do something for them. Commitment: Once you have made a small commitment you are more likely to commit to something larger. People like to be consistent with their commitments. Scarcity: people desire scarce objects more. Consensus: If everyone has one then I need it too. Authority: people are more likely to comply if an authority figure endorses a product. Liking: More likely to comply if you like the person or they are similar to you.
500
What were the results and the conclusions of Cialdini's research study?
50% of subjects in the second condition (which used the door in the face technique and asked a large request followed by a small request) complied and agreed to take the juvenile delinquents to the zoo. Compared to only 20% in the first condition. Note: When two different requesters were used there was only 10.5% compliance. Subjects in the second condition complied as a result of the use of the 'door in the face technique' which can be explained by the principle of reciprocity.
500
What were the results and conclusions of Freedman and Fraser's research? How do we explain the results of condition 2 and 3?
Baseline condition 1: Direct request 17% complied. Condition 2: Foot in the door (smaller sign then larger sign): 76% complied. Condition 3: Foot in the door (unrelated petition) 50% Complied. People want to behave consistently with their past behaviour and commitments. This obviously explains condition 2. For condition 3, subjects had changed their self image to that of unselfish citizens with well developed principles and they wanted to maintain that.
500
What are the methods and results of Caldini's Lowballing study?
First year university students were asked if they would volunteer to be in a study on cognition, they were to meet at 7.00am. Only 24% agreed to do this. In the second group they were asked the same favour, but were not told the time. This time 56% agreed. After they had agreed they were told the time would be 7.00am. 100% of them remained in the study and 95% turned up on the actual day.
500
What are some other research studies relating to any of these 3 that we have not mentioned? Name the researcher, methods and results.
Let's discuss this one, because you have all done different things.