Presentation on theme: "Compliance Compliance is a result of direct pressure to respond to a request (conformity is much more subtle) SOCIAL INFLUENCE."— Presentation transcript:
Compliance Compliance is a result of direct pressure to respond to a request (conformity is much more subtle) SOCIAL INFLUENCE
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the expert in the rapidly expanding field of influence and persuasion. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
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compliance techniques (ways in which individuals are influenced to comply with the demands or desires of others)
THE NORM (RULE) OF RECIPROCITY We treat other people the way they treat us (Cialdini 1993) We are socialized into returning favours and this powerful rule underpins compliance
RESEARCH THAT TESTED RECIPROCITY Regan 1971, lab. Experiment See handout Door-in-the-face technique Cialdini et al. 1975 see p. 117 in your book
COMMITMENT Being consistent with previous behaviour
COMMITMENT – IN RESEARCH The foot-in-the-door technique Research done by Dickerson et al. 1992 – wanted to see if they could get university students to conserve water in the dormitory showers. See p. 118 in your book Low-balling By Cialdini et al. 1974 tested psychology students on campus See p. 118
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