1. Compliance and commitment
Social Influence
Compliance and commitment

2. Compliance the result of direct pressure to respond to a request
Buying certain products –influence of advertising
Cialdini- compliance techniques
Ways to influence others- advertising and marketing

3. Six factors influence compliance
Authority
People comply to the wishes of those in positions of power (famous basketball player)
Commitment
Once you have agreed people are more likely to comply with similar requests
Liking
People comply with requests from people they like

4. Factors continued Reciprocity Scarcity Social Proof “return a favour”
Opportunities seem more valuable to people when they are less readily available- “last chance” sale
Social Proof
People view a behaviour as correct if they see others performing it

5. Reciprocity Principle
Social norm that we should treat others the way they treat us
Shop keepers give us tea- we tend to buy things
Gifts, travel, hotel discounts etc

6. Door-in-the-face technique
Compromise should be acknowledged
Request is made that will be turned down (too much)
Second request that asks for less will be accepted
Cialdini et al (1975)
Chaperoning delinquents 83% refused
Second scenario
First asked for a 2 year commitment- 100% refusal
Next asked to chaperone delinquents- 50% compliance

7. Defending against manipulation
Accept initial favours in good faith
Be prepared for tricks
You do not need to respond with a favour unless you really want to

8. Commitment Consistency with previous behaviour
Once you make a stand you will encounter personal and interpersonal pressures to behave consistently with that commitment
Even when it seems illogical to outsiders
Goal gradients
The longer the commitment the less likely you are to abandon the goal (line ups)

9. Foot in the door technique
Start small- sign petition- small sticker
Next step- support political party
Dickenson et al (1992)
University students and water conservation
Signed a poster
Survey
Decreased water consumption

10. Low-balling Cialdini et al. (1974)
Asked students to be of study that started at 7 am
24% willing
Second group told about the study but not the time
56% agreed
When told the time they did not back out and 95% showed up

11. Hazing Read about hazing on page 118-19
Define hazing and discuss why this behaviour continues
How could you reasonably (and ethically) increase participation in CAS activities in RAK academy