In response, confederates gave largely incorrect answers. This is an explicit action in which the person on the other side of the argument recognizes that the arguer seeks to gain compliance acceptance of their conclusion. Customers who initially agree to pay the lower price are much more likely to continue with the sale at the higher price. The first group was asked to come to the university at 7 am to be a part of a psychology experiment. If one is able to track even a slight inkling of the way in which the human mind works and is able to manipulate or influence it, then one can be assured of persuading people and getting them to comply to the demands or otherwise that are placed on them.
An unscrupulous sales technique where customers are initially quoted a lower price, then informed that there has been a mistake and the actual price is higher. Social psychologists view compliance as a means of social influence used to reach and attain social or personal gains. Aside from a single participant, the 7 other experiment members were confederates—individuals who understood the aim of the study and had been instructed to produce pre-selected responses. Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Later they were told that it started at 7 am and given the chance to drop out if they wanted. The people in the advertisements and the ads themselves serve as a type of authority.
Among other sources, authority may be gained on the basis of societal power, setting and size. Of those responding to the earlier request, 31% agreed to help. The low-ball technique works on the principle where the primary offer is made out to be extremely appealing and when the persuader has agreed to the sale, the price of the product is raised with the sole intention of earning a profit. This technique works due to the principle of reciprocity Cialdini et al. These pressures are strongest when the group is closer to the individual and composed of people the individual cares about e. Which is why, there are several compliance and persuasion techniques that are made use of quite liberally, not only in the area of marketing and sales, but in general life as well. Cars arrived at the station and suspects were brought inside where they were booked, read their Miranda rights a second time, finger printed and taken to a holding cells where they were left blindfolded.
Chapter 10: Norms and behavior Case Study: The low-ball technique In a series of studies by , it was demonstrated that greater compliance was obtained when participants who made an initial decision to perform a behavior were asked to perform a more costly behavior than when participants were informed about the full costs from the beginning. Based on the psychological processes of social influence, compliance strategies may enable someone to be more easily persuaded towards a particular belief or action even if he or she does not privately accept it. Compliance without pressure: the foot-in-the-door technique. This is large request — would you agree or not? Trick then into agreeing more than they intended. A group of students were randomly divided into two separate groups. Journal of Experimental Social Psychology, 43 1 , 104-111.
This need motivates people to engage in behavior that will induce the approval of their peers. Finally, change the agreement to the one you actually wanted to pitch, which involves more expenditure for the person. Hence proving that low-balling works. Thus, when they have once agreed to a thing, they want to continue to stand by that decision. When this is refused you make a more realistic request and ask for 10%. Journal of personality and Social Psychology, 31 2 , 206. According to Breckler, Olson, and Wiggins 2006, p.
This gives it a serious turn. Next, get some form of commitment from them like a down payment or a handshake. The American Journal of Psychology 79 1 : 159—161. Secondly, people have the need to belong. In studying compliance, social psychologists aim to examine overt and subtle social influences experienced in various forms by all individuals. Meaning, an individual may comply with a request without truly believing the action s they are being asked to complete is acceptable.
Journal of personality and Social Psychology, 36 5 , 463. Given its basic nature, this technique is often referred to as a manipulative technique and the name suggests exactly that. . Their gaining of or submission to compliance is frequently influenced by —i. American Psychologist, 36: 4, 343-356. Those involved in this modern social-cognitive movement are attempting to discover the ways in which subjects' implicit and explicit beliefs, opinions and goals affect information processing and decision making in settings where influential forces are present.
Additionally, it supports the social impact theory in that the experiment's ability to produce compliance was strengthened by its status confederates seen as informational authorities , proximity and group size 7:1. One party can utilize persuasion techniques to elicit a preferred response from other individuals. The implications of compliance from a psychological standpoint infer that by utilizing various techniques e. After this, a larger request is presented. For example, imagine one of your friends missed the last psychology class and asked to borrow your notes. Journal of personality and social psychology, 4 2 , 195. Cialdini, Cacioppo, Bassett, and Miller conducted an experiment in 1978 to demonstrate the effectiveness of the low-ball technique.