discuss the use of compliance techniques l.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Discuss the use of compliance techniques PowerPoint Presentation
Download Presentation
Discuss the use of compliance techniques

Loading in 2 Seconds...

play fullscreen
1 / 9

Discuss the use of compliance techniques - PowerPoint PPT Presentation


  • 181 Views
  • Uploaded on

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.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Discuss the use of compliance techniques' - stacie


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.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
compliance techniques
Compliance techniques
  • Reciprocity
  • Commitment
reciprocity
Reciprocity
  • The social norm that we should treat others in the way they treat us
commitment
Commitment
  • 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)