1. Social Influence: Compliance
“How to start your own cult!”

2. Social Influence
Exercise of social power by a person or group to change the attitudes or behavior of others
Social Pressure
CONFORMITY
PERSUASION
COMPLIANCE
OBEDIENCE

3. Compliance
A form of social influence involving direct requests from one person to another to change their behavior
Attitude change may depend more on just who is the messenger, but also how the messenger presents the message

4. Compliance Principles & Techniques
Authority
Friendship/Liking
Ingratiation
Incidental Similarity

5. Compliance Principles & Techniques
Commitment/Consistency
Foot-in-the-door Technique
Lowball Technique
Bait-and-Switch Technique
Labeling Technique

6. Compliance Principles & Techniques
Social Validation
Scarcity
Playing-Hard-To-Get
Deadline Technique
Reciprocity
That’s-Not-All
Door-in-the-Face