Social Influence Compliance and Persuasion COMPLIANCE THE ART

Social Influence: Compliance and Persuasion

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

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

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

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

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

Low-ball technique Results % Compliance with Initial Request

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

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

The Sinking Ship Exercise