Lecture 17 - Compliance Flashcards
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What are the 3 reason-based approaches?
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- Norm of reciprocity: norm to expect to provide benefits for those who provide benefits for us (Fiske, 1991)
- ‘Door in the face’ technique: a large favour (that is likely to be refused) followed by a small favour that is seen as a concession – and therefore more likely to be accepted.
- ‘Foot in the door’ technique: appealing to a person’s self-image with a small request – slippery slope
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What are 2 emotion-based approaches?
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Positive mood:
- Reasons why a good mood increases compliance:
> More optimistic about other peoples motives
> Maintaining the good emotional state by helping someone
Negative mood:
- Guilt can motivate compliance to get rid of feelings of guilt
> Negative state hypothesis: action to help someone else > makes us feel better about ourselves
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Describe the norm-based approach.
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See slide 7
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Read slide 8
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Social norms:
- Describe low descriptive norms.
- Describe injunctive norms.
- Describe high descriptive norms.
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See slide 9 (and watch lecture back)
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Describe the towel study.
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See slide 10
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Describe a study that demonstrates the effects of descriptive vs. injunctive norms.
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See slide 12-15
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Describe a study that shows the knock-on effects of norm violations.
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See slide 16
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What is normative feedback?
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See slide 17-18
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See slide 19
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Read slide 20-28
(make notes if you wish)
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