Psych 280 Exam 2 Lecture 16

Front 1

Conformity and compliance difference

Back 1

compliance is a direct request..conformity is implicit

Front 2

6 principles of social influence

Back 2

Reciprocity
Commitment and consistency
Social validation
Scarcity
Friendship/liking
Authority

Front 3

Norm of reciprocity

Back 3

You do something for me and I will do something for you..I feel like I should do something for you..like a rule…so do something nice for them first

Front 4

Pregiving (norm of reciprocity)

Back 4

Someone gives you something with no strings attached..then ask for something from you..more likely to do it because just gave you something

Front 5

Door in face technique (norm of recip)

Back 5

Start with big request and fully expect people to reject..really want that small request you’re going to follow up with

Front 6

Tnat's not all (norm of recip)

Back 6

Before they can answer, sweeten deal..like infomercials…prepared to sell steak knives the entire time

Front 7

Foot in door with commitment and consistency

Back 7

Can I take an inventory of your household appliances?
22%
Will you take this survey?… Now, can I take an inventory of your household appliances?
53%


Second principle…why compliant strategies work…people like to be consistent
Take advantage of dissonance…get people to commit to something first, so when ask for something else, want people to be consistent to what they just committed to ….more likely to be influence in a particular direction if they see it as consistent with an incdent

Front 8

Low balling technique example (commitment and consistency)

Back 8

“This car can be yours for $18,000”
More likely to buy car for $20,000 because you have been low-balled by manager..already committed to buying this car because already committed..get someone to agree to request, and then you raise the stakes


Another example of low-balling: jumping into experiment at 7 am…some people asked “do you want to be in my study?” people say yes, and then tell them the time…these people want to be consistent so 56% came if lowballed, compared to 31%

Front 9

Social validation

Back 9

Different than conformity…it is a compliance strategy…difference is just observing a norm and acting in line (conformity) or suggesting some sort of norm along with request….”everyone using this product” or “salting the tip jar”

SUGGESTION of a social norm

Front 10

Liking/friendship

Back 10

more likely to comply with someone we like..more agreeable and friendly towards people we like..we like people who are friendly, attractive and/or similar
Tupperware parties!


Attractiveness
Similarity (intentional or incidental)

Front 11

Scarcity

Back 11

If people think there is not a lot of something, feel compelled to try and get it

Front 12

authority

Back 12

Authority: we are more likely to comply with legitamate authorities..request, and not command
Dentist recommending the best cigarette for your teeth

Front 13

Language of compliance (Langer study too)

Back 13

Other tips and tricks that increase our likelihood of complying with a request
We like to process information efficiency (don’t like to think too hard if not necessary)..this also happens when someone asks us for a request..we often mindlessly respond to request of compliance..asking for something and providing a reason, increases compliance, even if reason makes no sense
Copier study: more copiers used than computers..what could get people to comply with copying? Just give a reason, doesn’t need to be legit

Front 14

emotion cue of compliance

Back 14

Emotion is also something that can affect whether we comply or not…in general we talk about positive mood and negative emotion (guilt)…people in good moods are more likely to comply..why? 1. mood maintenance hyp (if I am in a good mood, I want to stay in good mood..feels good to help)..2. more trusting, affects the construal of request..more likely to give people benefit of the doubt

Some negative emotions can also increase compliance, like guilt…if you feel guilty about something, are looking for anything to feel good about self..more likely to comply at requests even if unrelated (you should ask people for donations as they walk in)