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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.

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compliance techniques
Compliance techniques
  • Reciprocity
  • Commitment
  • The social norm that we should treat others in the way they treat us
  • The personal and interpersonal pressure to behave consistently with an earlier commitment
supporting studies
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)

explanation of compliance
Explanation of compliance
  • Conformity/Obedience to authority/Social learning theory/Social identity theory
  • Cognitive dissonance
cognitive dissonance theory carlsmith festinger 1959
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)
evaluation strengths
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)
evaluation limitations
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)