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Explain how compliance techniques influence human behavior - Coggle Diagram
Explain how compliance techniques influence human behavior
complicance = social influence
tactics that influence behavior
the goal of these techniques is to obtain a certain behavior from another individual.
Cialdini's Compliance Techniques are tactics used to increase chances of the individual of following a request
not a demand, but a request
altering behavior because someone has asked you to.
not an obligation, you
choose
to comply to a request.
compliance techniques create direct pressure on the individual to comply to a certain behavior.
can happen through social obligations: reciprocity
manipulation techniques: foot-in-the-door, door-in-the-face
essential terms
compliance
reciprocity
: social obligation - you give back what you received first.
scarcity
: supply and demand - people tend to want something more when it is scarce.
authority
: demonstrating expertise - people tend to comply with people who demonstrate that they are credible experts in a certain area.
commitment
: consistent with previous actions - initially, small commitments can lead others to comply and commit to larger actions.
liking: people tend to say yes more to the people who they like.
consensus
: people will observe the behaviors/actions of others to determine what they will do.
Studies
Dickerson et al (1992)
Aim
:
To support the foot-in-the-door compliance technique
Procedure
:
Experiment utilized university students and their ability of complying to water conservation.
Researchers asked participants to sign a poster stating "Take a shorter shower. If can do it, so can you!".
Then, they were asked to take a survey about their own water usage. Shower times where then monitored.
Results
:
Students who had signed the poster and done the water survey had shower times of an average of 3.5 minutes.
The recorded time was shorter than the average shower times across the rest of the dormitory.
Conclusion
and
Connection
Participants who initially signed the poster (small commitment) and then took the survey (larger commitment) where more likely to reduce their water usage.
Foot-in-the-door technique
Commitment/consistency
Therefore, compliance techniques influence human behavior by creating a
direct
form of pressure towards an individual.
May be done through compliance techniques.
do not necessarily need to be demanded by an authority figure (but can, "authority" in essential terms)
Compliance causes individuals to agree to behaviors by utilizing psychological techniques than influence their actions.