Interpersonal Influence
(Compliance Principles)
Generating Compliance: The process of getting others to say yes to a request
Compliance Professionals: Those who's business of financial well-being is dependent on their ability to induce compliance
Reciprocity
Social Validation
Commitment/Consistency
Friendship/Liking
Scarcity
Authority
One should be more willing to comply with a request from someone who has previously provided a favour or concession
Giving a gift or favour will make it more likely that the receiver will comply
Reciprocal Concessions: Making an extreme request makes it more likely that the target will comply with a smaller request (door-in-the-face technique)
Thats-not-all technique: Making a better offer before the target responds to the first offer ->reciprocate the better deal
Ex: Blood-donor program
One should be more willing to comply with a request for behaviour if it is consistent with what similar others are thinking or doing
List Technique: Asking for a request after the target person has been shown a list of similar others who have already compiled
Social Labeling Technique: The target person is informed that that certain others have labeled him or her in a specific way -> more likely to comply with a request in line with that label
Ex: filling the tip jar
Desire of consistency is a prime motivation of our behaviour
After committing oneself to a position, one should be more willing to comply with requests for behaviour that are consistent with that position
Four-walls Techniques: Asking several questions to which the customer will be very likely to answer yes -> to be consistent with the previous answers, the target must answer yes to the final question
Foot-in-the-the-door technique: Ask first for a small favour, then ask for a larger related favour
Bait-and-switch Procedure: Advertise certain merchandise at a low price -> sold out or low quality -> more likely to buy other things because of commitment buy something
Low-ball Technique: Obtaining a commitment to an action and then increase the cost of performing the action
Generally; A commitment is most likely to produce consistent future behaviour to the extent that it is active, effortful, public , and viewed as internally motivated
The legitimization-of-paltry-favors (even--a-penny would help): makes it difficult for target to not help at all, if to remain consistent with being a helpful person
One should be more willing to comply with the requests of friends or other liked individuals
Tupperware home party: The host gets a percentage of the sales -> her friends are more likely to buy as the host recommends the products of the salesman
Factors that increase liking
Physical attractiveness
Friendship promotes attraction, warmth, security and obligation
Viewed as more talented, kind, honest and intelligent
Similarity
More likely to help people who are dressed like us
Comliments
We like people who like us
Cooperation
Giving the appearance of being on the targets side
One should be more likely to try to secure those opportunities that are scarce or dwindling
Things that are difficult to possess are typically more valuable
Psychological reactance theory: whenever our freedoms are limited or threatened, the need to retain them makes us want them more than we did
Limited numbers technique: Limited numbers of an item makes the target more likely to buy it
Deadline technique: Available for only a limited time -> more likely to but/want it
One should be more willing to follow the suggestion of someone who is a legitimate authority
Ex: Place in R ear
Authorities in specific situation
General authorities
Expert
White coat
Dr.
Business suit