PSY 380
February 24, 2000
Today's Topic -- Compliance: Saying Yes to Requests
Announcements
Coffee Talk Tuesday after break
Compliance: Saying "Yes" to requests
changing behavior in response to a request, even though one may privately disagree and the requester has no power to enforce compliance
1. Reciprocity
The Reciprocity Norm:
Reciprocity need not involve a tangible object.
What is "given" may be action that we perceive as a concession or favor.
We feel obligated to reciprocate such actions.
Door-in-the-face:
Juvenile Delinquents Experiment
"Will you take a group of juvenile delinquents to the zoo?"
versus
"Will you volunteer to be a counselor to juvenile delinquents for two years?"
"NO"
"Ok, will you take a group of juvenile delinquents to the zoo?"
Why does this work?
Bake Sale Experiment
"Cupcake plus two cookies.......75¢"
versus
"Cupcakes are 75¢ (whispers) plus I'll throw in 2 cookies"
Why does this work?
2. Commitment and Consistency
Foot-in-the-Door Technique
"Drive Safely" Experiment
Housewives asked to post small sign:
"Please Drive Safely"
Later asked to put a huge billboard in their front yard.
Low-Ball Technique
"Experiment" experiment
"Can you participate in an experiment at 7am?"
versus
"Can you participate in an experiment?" Yes. "It's at 7am."
Another example: Car sales
3. Social Validation
"Everybody's doing it"
4. Liking
Two approaches:
1. Get us to like the seller2. Use someone that we already like as the seller
The Tupperware Party
5. Scarcity
Buy Now!
6. Authority
How can we learn to say No?