Discuss the use of compliance techniques By Mr Daniel Hansson.

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Presentation transcript:

Discuss the use of compliance techniques By Mr Daniel Hansson

Compliance techniques Reciprocity Commitment

Reciprocity The social norm that we should treat others in the way they treat us

Commitment The personal and interpersonal pressure to behave consistently with an earlier commitment

Supporting studies Reciprocity: Door-in-the-face-technique: Cialdini (1975) Commitment: Low-balling: Cialdini (1974), Foot-in-the-door: Dickerson et. al. (1992), Hazing: Aronson & Mills (1959)

Explanation of compliance Conformity/Obedience to authority/Social learning theory/Social identity theory Cognitive dissonance

Cognitive dissonance theory (Carlsmith & Festinger 1959) When our behaviour is not in line with our cognitions, or when we have conflicting thoughts, we experience a state of tension (cognitive dissonance) In order to reduce cognitive dissonance we are motivated to harmonize/change/justify our behaviour/cognitions/attitudes so that they are in line with each other (self persuasion) Ex: Milgram study, Festinger & Carlsmith (1957)

Evaluation, strengths Supporting research (e.g. Cialdini) Can be used to understand and predict behaviour (e.g. sect behaviour, marketing, persuasion) Applications (e.g. marketing)

Evaluation, limitations Ethical issues of using these techniques Individual differences in suggestibility for these techniques (dispositional factors) Methodological/ethical problems of supporting studies (generalisability, use of deception)