Social Influence:

1. Social Influence: Compliance and Persuasion

2. COMPLIANCE: THE ART OF THE DEAL • A. Foot-in-the-door technique • Get person to consent to small request first, then ask for larger request • EXAMPLE: Freedman & Fraser (1966) • Procedures: • Went door to door • Small request: Sign petition • Large request: Huge, ugly sign on lawn • Experimental group= small then large • Control group = large request only

3. Foot-in-the-door technique Results % Compliance with Large Request

5. B. Door-in-the-face technique • Begin with a very large request (which will be refused), then make a smaller request • Smaller request is what you want in the first place • EXAMPLE: Cialdini (1975) • Procedures: • Large request: • Counsel delinquent boys, 2hrs/wk/2yrs • Smaller request: • Take delinquent boys to zoo? • Experimental group= large then smaller • Control group= smaller request only

6. Door-in-the-face techniqueResults % Compliance with Small Request

7. C. Low-ball technique • Getting someone to make a commitment before revealing hidden costs • EXAMPLE: Cialdini (1978) • Procedures: • Initial request: • Participate in experiment on cognitive processes? • Additional hidden costs: • Start at 7:00am, will you still come? • Experimental group: Initial agreement + full cost • Control group: Full cost right up front

8. Low-ball techniqueResults % Compliance with Initial Request

9. D. That’s-not-all technique • Begin with high-priced product, then improve the deal • EXAMPLE: Burger (1986) • Procedures: • Bake sale • Control group: • Cupcake & 2 cookies = $.75 • Experimental group: • Cupcake = $.75 • Oh, we’ll throw in 2 cookies

10. That’s-not-all-techniqueResults Percent who Purchased the Goodies

11. The Sinking Ship Exercise