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Commitment and Consistency. The drive to be (and look) consistent constitutes a highly potent weapon of social influence, often causing us to act in ways that are clearly contrary to our own best interest.
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Commitment and Consistency The drive to be (and look) consistent constitutes a highly potent weapon of social influence, often causing us to act in ways that are clearly contrary to our own best interest. To understand why consistency is so powerful a motive, it is important to recognize that in most circumstances consistency is valued and adaptive. Inconsistency is commonly thought to be an undesirable personality trait.
Commitment and Consistency The person whose beliefs, words, and deeds that don’t match may be seen as indecisive, confused, two-faced, etc…. (I Kings 18:21, II Kings 17:38ff, Matt. 6:24, Luke 9:62)
Commitment and Consistency • A high degree of consistency is normally associated with personal and intellectual strength. ( logic, rationality, stability and honesty ) • Consistency sometimes is more important than being right. • Once we have made up our minds about an issue, stubborn consistency allows us a very appealing luxury:
Commitment and Consistency • (stubborn consistency) 1. we don’t have to think hard about the issue anymore 2. we don’t have to sift through information to identify relevant facts 3. we don’t have to expend the mental energy to weight the pros and cons 4. we don’t have to make any tough decisions 5. we only need to believe, say or do whatever is consistent with our earlier decision
Commitment and Consistency • Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand. (Acts 5:1-10) (Acts 26:1-11, 23:1 – good conscience) (Ex: buying 1st car) (Ex: I was born a _________ and I’ll always be a _________ )
Commitment and Consistency • Whenever someone takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person • Automatic consistency functions as a shield against thought and can thus be exploited by those who would prefer that we not think (II Thes. 2:8-12) (What is the first be-attitude in Matt. Chapter 5?) (Why did Jesus start with this be-attitude?)
Commitment and Consistency Social Proof • The principle of social proof says: The greater the number of people who find any idea correct, the more the idea will be correct. Convince and ye shall be convinced! ( Ex: Exodus 24:9-14, 18, 32:1-8 ) • We seem to assume that if a lot of people are doing the same thing, they must know something we don’t especially when we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd
Commitment and Consistency Social Proof • The crowd is frequently mistaken because they are not acting on the basis of any superior information but are reacting, themselves, to the principle of Social Proof. ( Ex: Matt. 7:22, John 6:59-67 ) ( Ex: Freeway drivers )
Principle of Human Behavior Techniques • When we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do. • “Because makes the difference”
Principle of Human Behavior Techniques • Reciprocation • 1. the social pressures surrounding the gift-giving process in human culture, can state, “there is an obligation to give, an obligation to receive and an obligation to repay” • 2. it’s a rule that enforces Uninvited Debts • 3. there is a strong cultural pressure to reciprocate a gift, even an unwanted one
Principle of Human Behavior Techniques 4. a favor is met with another favor; it is not to be met with neglect, and certainly not with an attack 5. most of us find it highly disagreeable to be in a state of obligation. (during and after several studies people want to do something for you and sometimes do) it weighs heavily on us and demands to be removed ( Ex: Luke 16:1-8)
Principle of Human Behavior Techniques • Reciprocal Concessions • (Rejection – then – retreat) • 1. it’s the ability to change from non-compliant to compliant from a larger to a smaller request • 2. this tendency to reciprocate a concession is not so strong that it will invariably work in all instances on all people • 3. this does not work when the requirements and demands are unacceptable to one another
Principle of Human Behavior Techniques • Reciprocal Concessions • (Rejection – then – retreat) • 4. one way to increase your chances would be first to make a larger request of me, one that I will most likely turn down. After I have refused, you would make the smaller request that you were really interested in all along. When done skillfully, I would view your second request as a Concession to me and should feel inclined to respond with a concession of my own, the only one I would have immediately open to me – compliance with your second request.
Principle of Human Behavior Techniques • 5. people who are satisfied with a given arrangement are more likely to be willing to agree to further such arrangements • ( Ex: Genesis 23:1-16 The death of Sarah ) • Ex: What I want is a class that will meet 1 day a • week for 3 weeks. • Ask: let’s study one day a week for 2 – 3 months • Straight to the Point – tech • ( Ex: Acts 8:30 – Do you understand what you read in your copy of God’s word?
