compliance

Question 1

compliance

Answer 1

when people change their behaviour due to a direct request or demand

Question 2

Robert Cialdini’s 6 basic principles of compliance

Answer 2

LASCRS (liking, authority, scarcity, consistency, reciprocity, social proof)

Question 3

Foot-in-the-door

Answer 3

small initial request—perceived commitment—greater compliance to a larger request later

Question 4

foot-in-the-door explanation

Answer 4

Consistency, self-perception and gradual commitment reducing resistance

Question 5

Door-in-the-face (DITF)

Answer 5

Begin with a large, likely-to-be-refused request is followed by a smaller, more reasonable request.

Question 6

DITF explanation

Answer 6

rule of reciprocity + a contrast effect

Question 7

Lowballing

Answer 7

first agreement to favorable terms, then reveal burdensome details or costs, with individuals still agreeing to proceed

Question 8

lowballing explain

Answer 8

consistency, scarcity, and the discrepancy between initial expectations and updated terms

Question 9

How does consistency operate in the FIDT?

Answer 9

remain consistent with self-perception + avoid mental load = cognitive dissonance = stress

Question 10

What factors influence FITD success

Answer 10

DCIR (duration, culture, individual differences, relation between requests)

Question 11

Freedman and Fresar study STRENGTHS

Answer 11

• True experiment ⇒ increases internal validity, establishing a clear cause-and-effect relationship
• Probability sampling ⇒ reduces sampling bias
• Replicable through a standardised procedure ⇒ demonstrates reliability through a general trend of people’s reaction/behaviour

Question 12

Freedman and Fresar study WEAKNESSES

Answer 12

• Small sample (Palo Alto neighbourhood) ⇒ reduced external validity
• Small community ⇒ difficult to generalise
• unique characteristics (mostly on female populations, California – white, educated, rich, democratic people) ⇒ difficult to generalise
• Only numeric data (no qualitative data)

Question 13

Problems with compliance studies

Answer 13

• It’s difficult to measure causality (social desirability bias; people may not answer honestly about why they complied)
• We aren’t sure which of the 6 factors + extent they caused compliance
• Causes some level of embarrassment (not ethical, needs deception)

Question 14

Applications (Change) of studying compliance in real life

Answer 14

• Business negotiations
• Marketing
• Government policies (eg, Taxes, policies)
• Promoting sustainability and environmental awareness
• Charities → “Can I ask you a question? (foot-in-door)”
• Obligation to line up with the charity’s values