Please enable JavaScript.
Coggle requires JavaScript to display documents.
Explain how compliance techniques influence human behaviour, Study and…
-
Study and Terms
Terms to Define
-
-
-
-
-
-
-
-
-
Similarity, compliments and collaboration.
-
-
-
-
-
-
Cialdini (1975) asked participants if they would escort a group of young criminals to the zoo; most refused (control group). In control group 2 participants were approached and asked to spend 2 hours per week as a peer counsellor to young criminals for around 2 years; again most said no.
However in the experimental condition participants were asked to be peer counsellors and then the request was downgraded to escort children to the zoo (the target request). 50% agreed to the request.
This technique works due to the principle of reciprocity (Cialdini et al., 1975). Saying “no” to a large request may make the person feel they owe the other person who made the request a favour.
According to Breckler, Olson, and Wiggins (2006, p. 307) "Compliance refers to a change in behavior that is requested by another person or group; the individual acted in some way because others asked him or her to do so (but it was possible to refuse or decline.)"