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Explain how compliance techniques influence human behavior. - Coggle…
Explain how compliance techniques influence human behavior.
Direct answer to question:
Compliance techniques influence human behavior through strategies that have direct psychological impacts on people.
Therefore, influencing behavior
These techniques can either make people feel obliged to act in a certain way, or increase the possibilities of certain behaviors to occur
Sometimes, people don't know that they are behaving as a result of compliance techniques
The vast majority of people have already utilized some type of compliance technique to convince people to perform certain behavior
Define essential terms:
Reciprocity (Compliance Technique)
Definition: Social obligation in which people feel the need to give back when they receive.
Link to question: The way in which the technique is influencing behavior is utilizing a social obligation to emphasize the need to "give back" after receiving something.
In this case, techniques are influencing behavior through the use of "invisible deals" and obligations that people feel the need to act according to.
Scarcity (Compliance Technique)
Definition: Theory that states that people want more of the things they can have less of. Therefore, behaviors are more likely to occur (for example the behavior of buying an expensive shoe) if it is said that these are the last pair.
Link to question: The way in which the technique is influencing behavior is utilizing and emphasizing the idea of uniqueness and that this would be a crucial opportunity for the behavior to happen.
In this case, techniques are influencing behavior through the use of perspective, privilege, and opportunity, so that people feel the need to act in a certain way.
Authority (Compliance Technique)
Definition: People are more likely to perform certain behavior if it is asked by an authority/expert figure.
Link to question: The way in which the technique is influencing behavior is utilizing and emphasizing the idea that the "asker" is trustworthy and credible for being an authority and/or an expert.
In this case, techniques are influencing behavior through the use of perspective and identity in favor of incentivizing some type of behavior. (Connection to the logical fallacy of "false appeal to authority").
Consistency/Commitment (Compliance Technique)
Definition: People are more likely to continue to do certain type of behavior if they have already started it. For instance, if a person was asked to pay the first loan, it is more likely that he/she will pay the second, third, and fourth loan as well.
Link to question: The way in which the technique is influencing the behavior is utilizing and emphasizing the idea of commitment and trust, gradually.
In this case, techniques are influencing behavior through the use of commitment and gradual increase of trust, so that people feel more comfortable and willing to act the way they do
Liking (Compliance Technique)
Definition: People are more likely to perform certain behavior if the person they are doing this to is someone who they like.
Link to question: The way in which the technique is influencing behavior is utilizing and emphasizing the idea that the "asker" is likable.
In this case, techniques are influencing behavior through the use of personal connections that incentivize some type of behavior.
Consensus/Social Proof (Compliance Technique)
Definition: People are more likely to perform a behavior if they see that more people are doing it too.
Link to question: The way in which the technique is influencing behavior is utilizing and emphasizing the idea of community, group, and togetherness, so that people feel more comfortable in acting the way everyone else does.
In this case, techniques are influencing behavior through the use of concepts such as community and togetherness, so that people feel like they are behavior like the others
Study
Aim: To see if the giving of a mint by the waiters to the diners have any influence over how much tip people will give to the waiters.
<-- Procedure: 3 conditions
Waiter gave the diners a single mint at the end of their meal.
Waiter doubled the gift and gave 2 mints to the diners at the end of their meal.
Waiter provided one mint, started to walk away from the table, paused, turned back, and said "For you, nice people, here is an extra mint"
Results
Condition 1: People gave 3% more tips
Condition 2: People gave 14% more tips
Condition 3: People gave 23% more tips
Findings
People are not only influenced through the technique of Reciprocity by "what" is given, but also by "how" it is given.
People are more likely to give back if they have received something from the person before
In order for the technique to be effective and influence behavior, be the first to give, and be certain that what you give is personalized and expected. (People will feel the need to give back)
Link back to question: The compliance technique definitely influenced human behavior. This was done through the increase of what is given, in order to also have an increase on what is received.
Study conducted in restaurants to test the compliance technique of Reciprocity.
The technique influenced human behavior through the establishment of a social obligation, increasing the chances of the "giving back" behavior to occur
Conclusion
Compliance techniques influence human behavior in different ways, utilizing different strategies. Some may be more subtle, but they all increase the probability of a behavior to occur. They utilize concepts in which people feel connected to, and give importance to, that helps them to be influenced in acting in a certain way.