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  The personal and interpersonal pressure to behave consistently with an earlier commitment .

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

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

or when we have conflicting thoughts. Festinger & Carlsmith (1957) . 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.Cognitive dissonance theory (Carlsmith & Festinger 1959)    When our behaviour is not in line with our cognitions.

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

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

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