1 / 9

Discuss the use of compliance techniques

Discuss the use of compliance techniques. By Mr Daniel Hansson. Compliance techniques. Reciprocity Commitment. Reciprocity. The social norm that we should treat others in the way they treat us. Commitment.

stacie
Download Presentation

Discuss the use of compliance techniques

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Discuss the use of compliance techniques By Mr Daniel Hansson

  2. Compliance techniques • Reciprocity • Commitment

  3. Reciprocity • The social norm that we should treat others in the way they treat us

  4. Commitment • The personal and interpersonal pressure to behave consistently with an earlier commitment

  5. Supporting studies Reciprocity:Door-in-the-face-technique: Cialdini (1975) Commitment: Low-balling:Cialdini (1974), Foot-in-the-door: Dickerson et. al. (1992), Hazing: Aronson & Mills (1959)

  6. Explanation of compliance • Conformity/Obedience to authority/Social learning theory/Social identity theory • Cognitive dissonance

  7. Cognitive dissonance theory (Carlsmith & Festinger 1959) • When our behaviour is not in line with our cognitions, or when we have conflicting thoughts, we experience a state of tension (cognitive dissonance) • In order to reduce cognitive dissonance we are motivated to harmonize/change/justify our behaviour/cognitions/attitudes so that they are in line with each other (self persuasion) • Ex: Milgram study, Festinger & Carlsmith (1957)

  8. Evaluation, strengths • Supporting research (e.g. Cialdini) • Can be used to understand and predict behaviour (e.g. sect behaviour, marketing, persuasion) • Applications (e.g. marketing)

  9. Evaluation, limitations • Ethical issues of using these techniques • Individual differences in suggestibility for these techniques (dispositional factors) • Methodological/ethical problems of supporting studies (generalisability, use of deception)

More Related