Automatic Responding: taking advantage of peoples tendency to respond to particular cues in predictable ways.
Positive Moods: make a request in a situation in which the target is in a good mood.
Friendship/Liking: we are more likely to comply to the requests of friends or other liked individuals - ingratiation: flatter someone so they like us and they are more likely to comply to a request if they like us - similarity
Perceptual Contrast
Foot-in-the-DoorFreedman & Fraser (1966)
small sign ( Be a Safe Driver)
large sign (Drive Carefully)
Control (No initial request) Experimental (Got initial request) 20%compliance 55% complianceExplanation: Consistency/Commitment/Self-Perception
Door-in-the-FaceExplanations:
Perceptual Contrast
Reciprocity
Hare Krishnas: http://www.youtube.com/watch?v=qse_wf57tZM
Trivializing a Request- Even a penny will help - pique techniqueFraming the Request- unit-asking
Low-Balling
Explanations:
Consistency/Commitment
Impression Management
Thats-Not-All
Explanations:
Reciprocity
- Role of mindlessness
Consistency Based Tactics Reciprocity Related Tactics
Foot-in-the-Door Door-in-the-Face Low-Balling Thats-Not-All
ReactanceScarcity - deadline technique - limited numbers
Authority
Milgrams Obedience StudiesSituational Factors that influenced the level of obedience:Proximity of victim and experimenter?Baseline rate: 65%Learner in same room: 40%
Place leaners hand on shock plate: 30%
Experimenter absent: 20.5% Prestige of Yale?Bridgeport office building: 47.5%www.stanleymilgram.comPrompts and experimenter takes responsibility?
Gradual escalation?When conformity pressures and obedience combine?Peers go along and peer administers shock: 92.5%
Two peers rebel: 10% Women subjects?All women version: 65%Would people act the same way today?- Burgers replication