Compliance and Persuasion Social Influence: Compliance and Persuasion

COMPLIANCE: THE ART OF THE DEAL A. Foot-in-the-door technique Get person to consent to small request first, then ask for larger request EXAMPLE: Freedman & Fraser (1966) Procedures: Went door to door Small request: Sign petition Large request: Huge, ugly sign on lawn Experimental group= small then large Control group = large request only

Foot-in-the-door technique Results % Compliance with Large Request

B. Door-in-the-face technique Begin with a very large request (which will be refused), then make a smaller request Smaller request is what you want in the first place EXAMPLE: Cialdini (1975) Procedures: Large request: Counsel delinquent boys, 2hrs/wk/2yrs Smaller request: Take delinquent boys to zoo? Experimental group= large then smaller Control group= smaller request only

Door-in-the-face technique Results % Compliance with Small Request

C. Low-ball technique Getting someone to make a commitment before revealing hidden costs EXAMPLE: Cialdini (1978) Procedures: Initial request: Participate in experiment on cognitive processes? Additional hidden costs: Start at 7:00am, will you still come? Experimental group: Initial agreement + full cost Control group: Full cost right up front

Low-ball technique Results % Compliance with Initial Request

D. That’s-not-all technique Begin with high-priced product, then improve the deal EXAMPLE: Burger (1986) Procedures: Bake sale Control group: Cupcake & 2 cookies = $.75 Experimental group: Cupcake = $.75 Oh, we’ll throw in 2 cookies

That’s-not-all-technique Results Percent who Purchased the Goodies

The Sinking Ship Exercise