1. Compliance and Persuasion
Social Influence:
Compliance and Persuasion

2. 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

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

5. 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

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

7. 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

8. Low-ball technique Results
% Compliance with
Initial Request

9. 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

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

11. The Sinking Ship Exercise