SCLOA - Discuss the use of compliance techniques Flashcards Preview

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Flashcards in SCLOA - Discuss the use of compliance techniques Deck (14):


- a form of social influence
- involves intellectual and emotional submission in reaction to a general request


compliance techniques

- lowballing
- foot in the door (FITD)



- making a small request to increase compliance
- then later follow up with a larger request

Main study: Freedman and Fraser (1966)


Freedman and Fraser (1966) - procedure

1. 2 conditions:
- FITD 1 (same topics)
- FITD 2 (different topics)
- control (proceeded directly to larger request)

FitD 1: Homeowners were requested to display a small 'drive safely' sign, then 2 weeks later asked to display a bigger sign
FitD 2: households were asked to sign a petition to "keep California beautiful", then 2 weeks later were asked to display a big 'Drive Safely' sign


Freedman and Fraser (1966) - findings and conclusion

- control: only 17% compliance
- FitD 1: nearly full compliance with small request, and 76% compliance in actual request
- FitD 2: almost 50% compliance with actual request (despite the completely diff topics)

- signing the petition/putting up the small sign changed the homeowners' views of themselves
- they began to think of themselves as unselfish citizens with civic principles
- their compliance with the bigger request was due to a need to comply with this new image


why does FitD work?

Cialdini (2009):
- due to our need to be *consistent* and show *commitment* to our previous acts


necessary precautions taken in FitD

Burger (1999):
- must have time delay between first and second request
- first request must not be so unreasonable that most people will refuse them

Chartrand et al. (1999): if the same person makes both requests, the likelihood of refusal is higher


evaluation of FitD

- takes advantage of people's need to stay consistent to commitments
- people generally agree more if the second request is similar in topic to the first (in line with commitment)
- FitD is most powerful when self-image is related to the request
- particularly helpful to those trying to solicit donations of time, money, effort, and even body parts



- involves changing an offer to make it less attractive to the target person
- only after target person has agreed to it

Main studies: Burger and Cornelius (2003)


Burger and Cornelius (2003) - Procedure

1. Students were contacted by a caller to donate $5 to a scholarship fund for underprivileged students

2. 3 conditions:
- control: students were simply asked to donate
- interrupt: students were told that contributors would get a free smoothie coupon but caller mentioned there were no coupons left before students answered
- lowball: students were told that contributors would get a free smoothie coupon, but upon agreeing, were informed that there were no more coupons


Burger and Cornelius (2003) - Findings and Conclusion

- control: 42% compliance
- interrupt: 16% compliance
- lowball: 77.6% compliance

- shows that lowballing works because of commitment


why does lowballing work?

Cialdini (2009): when people make public commitments; new self image increases resolve to commit


effectiveness of FitD vs Lowballing

Hornik et al. (1990):
- compared the effectiveness of the FITD technique and lowballing in increasing the response rate of random people to interviews on public health issues
- lowballing was significantly more effective in inducing compliance
- but a technique combining both the FITD and the lowballing techniques emerged as even more effective than either applied alone



- hardcore ver of "analysis"
- give detailed information that reveals underlying assumptions or the interaction of various factors
- make judgments supported by evidence
- discuss the relative importance of different factors to the basic term/concept under consideration
- give a detailed description accompanied by a clear, thorough, and organized reflection of the matter

when examining each technique:
• distinguish the components of each technique and discuss how they relate to one another
- discuss principles underlying the technique and specific research methods influences data collection

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