6 Basic Principles of Compliance - Coggle Diagram
6 Basic Principles of Compliance
We mainly value and try to acquire results
or objects that are rare or decreasing in availability. This leads to people being more open to complying with demands focusing on scarcity than ones that make no mention of such issue.
A procedure used to increase compliance by telling targeted people that they have a limited amount of time to utilise an offer or acquire an item.
We tend to comply more willingly with demands from friends or from people we like as opposed to strangers or those that we dislike.
Impression management techniques
Getting people to like us so that they will be more likely to comply with our demands.
Educating others about our previous accomplishments or positive features.
Praising others in some way
Improving your appearance, producing positive nonverbal cues, and doing small favours for the target people.
Bringing attention to small and mildly surprising similarities between them and ourselves.
Those who are in positions of legitimate authority (or may appear to be) are more likely to be complied with.
If a request for an action is compatible with what we feel people similar to ourselves are doing or thinking, we are more likely to comply with them. Because we want to be right, one may behave and think like others to achieve this.
Commitment to a position or action increases one's inclination to comply with requests for behaviours aligned with that position or action than with demands that are inconsistent with it.
A technique used to gain compliance wherein requesters start off with a small request and then, when this occurs, following up with a larger request (the one desired all along). This results in increased compliance as refusing larger requests is inconsistent with our previous behaviour.
A procedure used for gaining compliance whereby an initial deal or agreement is changed to make it less desirable to the target individual after the person has accepted it.
The Lure Effect
An approach for getting compliance wherein individuals are first asked to agree to do something they find appealing, and then, once they agree, are tasked with doing something that is undesired.
People are more likely to comply with those who have provided them with a service or concession in the past, than someone who has not. We tend to feel obligated to repay those who have done something for us in some way.
This technique is the opposite to the foot-in-the-door technique. In this approach, people who are looking for compliance begin with a very large request and then, once this is turned down, shift to a smaller request (the one desired all along).
A technique used to gain compliance wherein requesters provide additional benefits to the selected people before they have made a decision about complying with or rejecting certain requests.
Baron, R.A. and Branscombe, N.R. (2017). Social Psychology. (14th ed).
Essex: Pearson Education Limited.