What is the That’s-Not-All compliance gaining technique?
- seller emphasizes that there’s a “free extra” product that goes along with the original product
- like you buy a big shampoo and get a small conditioner for “free”
- seller always meant to sell them together but frames it as if its an extra
- Involves
—> Reciprocation
—> Scarcity (“just for you” or “only today!”)
What is compliance gaining?
any interaction in which a message source attempts to make a target person perform some desired behavior that they might otherwise not due
–> focus on communication
- dyadic (one-on-one) conversation between people
- interpersonal communication context, inolves: intimacy, dependency, personality, culture
What are compliance gaining techniques?
▪ Foot-In-The-Door
▪ Door-In-The-Face
▪ Pre-Giving
▪ Low-Balling
▪ That’s Not All
What is the Foot-In-The-Door (FITD) compliance gaining technique?
- Suequential influence technique: persuasive communicatio in multiple steps where each one establishes a foundation for further chabge
- Start small then move to a large request
- Individual is already commited to to mainstain consistency, individual is likely to comply with larger requests
Why does FITD work?
Self-Perception Theory
- People estimate their attitude based on past behavior
Need for Consistency
- People are motivated to stay cognitively consistent
- Principle of Commitment and Consistency
What is the Door-In-The-Face (DITF) compliance gaining technique?
- Opposite of FITD technique
- Beginning with large request and then scaling down to something more moderate
- Individual is likely to comply with second smaller request if they performed an intial denial to a more “unreasonable” request
Why does DITF work?
Guilt: people feel guilty for turning down first request so accepting the next reduces it
Reciprocation: social norm of give and take
Anchoring Effect: first request is anchor that makes second seem smaller
Positive Self-Image
What is pre-giving?
- Give target a reward or gift
- Persuader asks for help or presents message that requires the target to “return” the favor
Because of: reciprocation –> indiviual is now primed with gratitude and liking, they also feel socially obligated to return the favor (give and take)
(less likley to operate between family and close friends)
What is low-balling?
- Target complies with initial equest
- Persuader increases cost of compliance
works because of commitment and consistency
similar to FITD but
–> in low-balling, the initial request is the target behavior but cost changes
–> in FITD, the initial request isn’t target behavior but instead an anchor
