Download Compliance Techniques

Brianna Hoskins
Melissa Grady
Command Term
 Discuss: Offer a considered and balanced review that
include a range of arguments, factors or hypotheses;
opinions or conclusions should be presented clearly
and supported by appropriate evidence.
What is compliance?
 An important aspect of behavior within a group.
 Defined as: the result of direct pressure to respond to a
request.
 Examples: when people comply to buy certain
products, even though the direct pressure is not
apparent to that person.
 Present in a lot of marketing and advertising
 A sale tactic: “What would most likely persuade
consumers to buy specific products.
Six compliance techniques
 Authority: Advertisers use famous people (celebrities)
to brand products.
Compliance techniques cont’d
 Commitment: Once a person has already agreed with
something, they are most likely to comply with similar
requests.
Compliance techniques cont’d
 Liking: People often comply with people they find
favorable or like.
Compliance techniques cont’d
 Reciprocity: People feel like they need to “return a
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favor.”
Reciprocity principle: We should treat others the way
they treat us.
One of the most basic norms of human culture.
People try to repay what another person has provided.
Example: Middle Eastern store employees
Lynn and McCall(1998) found that when restaurant
costumers are given a mint with their bill, the size of
the tip increases.
Compliance techniques cont’d
 Scarcity: Opportunities seem more valuable when they
are less available.
 Examples you see: “Limited time offer” or “Last
chance” in sales.
Compliance techniques cont’d
 Social proof: People think behavior is correct if they
see others doing it.
 More willing to give in if they see others complying.
Other techniques
 Door-in-the-face technique: A request is made which
will surely be turned down, then a second one is made
which asks less of them.
 Example: “Will you donate $1,000 to our
organization?”
 Foot-in-the-door technique: Getting someone to make
a commitment to something small, with the hope of
persuading them to agree with something larger.
 Examples: petitions, Dickerson (1992); asked college
students to conserve water in dorms showers.
 Poverty stricken countries: “Donating 10 cents a day
can provide shelter and save a child’s life”
 Low-balling technique: An item or service is offered at
a lower price than is actually intended to be, and after
the price is raised.
 Example: Cialdini (1974) College psychology students
experiment.
 Car dealers use this technique often.
 Hazing: Series of initiation rites in order to join an
exclusive group.
 Highly controversial and unethical.
 Hear about in a lot of sororities or fraternities.