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Explain how compliance techniques influence human behavior. - Coggle…
Explain how compliance techniques influence human behavior.
KEY TERMS
explain
: Give a detailed account including reasons or causes.
compliance techniques
: ways in which individuals are influenced to comply with the demands or desires of other.
Authority
: People comply more often with those in some position of authority
Commitment
: Once people have agreed to liking something, they are more likely to comply with similar requests
Liking
: People comply with requests from people they like
Reciprocity
: People feel the need to "return the favor"
Scarcity
: Opportunities seem more valuable to people when they are less readily available
Social Proof
: People see behaviors as correct if they see others performing it
COMMITMENT
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Foot-in-the-door technique
Dickerson et al (1992)
AIM
.
Analysis of impact of Foot in the door (FITD) technique by preceding larger request with smaller request
PROCEDURE
Field Experiment
Asked a group of university students in dormitory to sign a poster supporting shorter showers to save water, then to sign a survey, then monitored students shower time
FINDINGS
Students who signed poster and survey spent an average of 3.5 less minutes in shower on average.
CONCLUSION
Compliance with a small request increases the likelihood of compliance with a second, much larger request
Could be commitment
More successful when second request an extension of the first request
Issue close to individual's self image
The simple act of signing a petition May influence a person's later Behavior with regard to the same issue.
Compliance techniques influence behavior by persuading individuals in several different ways to increase the likelihood that people will comply with a request.
Bandura's Social Learning Theory
people's tendency to emulate other's behavior
Observation learning
Watching models and imitating their behavior
Kurt Lewin (1951)
Argued that behavior is motivated by goal gradients the longer people commit themselves to something the less likely they are to abandon the goal.