Moe Myat Aung, Dimple Lee Discuss the use of compliance techniques Introduce Compliances techniques Compliance techniques

- ways in which individuals are influenced to comply with the demands or desires of others. This is the main point of advertising and marketing. Low-balling - keeping commitments based on vagueness, making people consistent Introduce key researcher, Cialdini & define compliance techniques o Cialdini, a key researcher into compliance and persuasion has outlined compliance techniques, ways in which individuals are influenced or persuaded to comply with the demands or desires of others.(The result of direct pressure to respond to a request) 1. Authority people comply more often with those in positions of authority, e.g. famous people 2. Commitment once people have agreed to something, either by their behavior or belief, they are likely to comply with similar requests 3. Liking people comply with requests from people they like 4. Reciprocity people often feel they need to return a favor 5. Scarcity opportunities seem more valuable to people when they are less readily available 6. Social Proof people view a behavior as correct if they see others performing it Compliance Technique: Foot-in-the-door - commit to this? might as well with that too.. - Feeling of commitment to a certain thing. Supporting Study :Dickerson et al (1992) Aim - To see if they could get university students to conserve water in the dormitory shows through employment of the foot-in-the-door technique Methods: - Asked the university students to sign a poster that said Take a shorter shower. If I can do it, so can you! - The students were asked to take a survey designed to make them think about their own water usage and water wastage. - Shower times were then monitored. Results: - Those students who had signed the poster and done the water survey (forcing them to think about their own water wastage) had showed times of an average of 3.5 minutes. - This was significantly shorter than the average shower times across the whole dormitory Conclusion: - When participants signed up to the petition that they felt like they had already committed to the cause - No particular reason can be pinpointed as the reason for the lesser water usage, though a correlation is observed. Connection of study to question: - This study demonstrated the use of FITD as participants were asked to sign a poster (small request) and then take a survey (larger request).

The FITD compliance technique was shown to be effective in making participants save water and take shorter showers

Compliance Technique: Low-Balling - Involves changing an offer to make it less attractive to the target person after they have agreed to it. Supporting study: Cialdini et al. (1974) Aim: - To demonstrate the technique of low-balling in a university setting. Methods: - Researchers asked a class of first-year psychology students to volunteer to be part of a study on cognition that would meet at 7am. - A second group was asked the same, except they were not specified with the time. Results: - For the first group, 24% of students were willing to participate. - For the second group, 56% agreed to participate and all took part after later having told that it was at 7am, despite being allowed to withdraw. - On the day of the meeting, 95% of students that agreed to participate showed up for the 7am meeting. Conclusion: - Shows the effectiveness of LB compliance technique in that 56% of students complied with participating in the study when LB was used, as opposed to 24% when LB was not used. - Lack of diversity in sampling - Therefore ecological validity? Conclusion: - Individuals are influenced to comply with the demands or desires of others. - Therefore a change in behavior is observed, however the individuals inner and private intentions may be kept hidden, despite the compliance and as such, though there is a difference and a definite result, one does not exactly know why these instances of compliance do occur as we are not allowed within the minds of the people who are complying. -