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Compliance Techniques

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?.

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Compliance Techniques

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  1. Compliance Techniques Brianna Hoskins Melissa Grady

  2. 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.

  3. 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.

  4. Six compliance techniques • Authority: Advertisers use famous people (celebrities) to brand products.

  5. Compliance techniques cont’d • Commitment: Once a person has already agreed with something, they are most likely to comply with similar requests.

  6. Compliance techniques cont’d • Liking: People often comply with people they find favorable or like.

  7. Compliance techniques cont’d • Reciprocity: People feel like they need to “return a 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.

  8. 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.

  9. 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.

  10. 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?”

  11. 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”

  12. 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.

  13. 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.

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