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how does compliance techniques influence human behavior - Coggle Diagram
how does compliance techniques influence human behavior
compliance techniques
Authority
A figure that inputs respect, or demonstrate expertise used to convince others
if a seller demonstrates that he has expertise , in any way like wearing a uniform or showing a diploma in a wall, you are more likely to buy a product/idea
Consistency / Commitment
To persist on something or an objective in this case to convince someone, or if you already started something , it is easier for you to finish it
if you already wrote half the assignment it is very likely you will finish the rest
Consensus / Social Proof
copying the actions of others to fit in to the situation
if everyone is going to the pary it is ikely you will go or use it to convince you partents
Scarcity
The lack of something or a resource (limited)
you are more likely to buy something if you know that there is a low qunatity of it or that you might not have a chance to buy it anymore
Reciprocity
The expectation on giving back what you receive or receiving back what you give
when invited to a party , you will most likey invite the person back to your pary
Liking
To use the fact that the person likes ,something or someone to try to convince them
if someone you really like is attending an event it is more likely you will attend than if they werent going
compliance techniques influence human behaviour by altering and interfering with decisions that we make in our day to day lifes or in our behaviour in general
salesman use it all the time to try to sell products and sometimes even ideas
it does not rely on having power over others like obedience , but instead demonstrating experience to convince others
people use compliance techniques everyday even unconsiously , to convince you of something or to do something
this can be something simple like convincing you to go to a party or event or something more serious like a important decision
exemples of compliance influencing human behaviour
when a friend asks "can you do me a favour"
when you click on an online add and then later buy the product
Buying a car/product different than the one you wanted because the salesperson convinced you
STUDY
Sweetening the Till: The Use of Candy to Increase Restaurant
Tipping 2002
AIM: see if reciprocity played a key role in the ammount of the tip that a waiter received after serving the clients
PROCEDURE: To see if it actually worked they decided to see if the gfiving of a mint will change the ammount of the tip to do so they tested multiple clients on a restaurant, in three different situations
SItuation 1 : one mint was given to the customer :silhouette:
Situation 2 : 2 mints were given :silhouettes:
Situation 3: 1 mint is given waiter gets one more and adds nice comment :smiley:
RESULTS
in the first situation there was a tip increase of 3%
In the second the tip increased 14%
in the third case it increases 25%
This study prooves the impact that compliance techniques have by showing how reciprocity can change completely the tip given to the waiter by a act as simple as giving a candy to the customer, and also how it exponentially increases when you double the amout of candy or when adding a nice comment
This shows that not only we are influend by compliance techniaques , it can influence our behaviou even uncounsciously in a simple everyday situation that we dont even think about
when we compare the third result with the two other ones we can see clearly this techniques work and influence our behaviour because tips increased most not because of what was given but actually because of how it was given
