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Piatok, 14. júna 2024
Inducing Compliance
Dátum pridania: 23.01.2002 Oznámkuj: 12345
Autor referátu: kris_d
Jazyk: Angličtina Počet slov: 882
Referát vhodný pre: Stredná odborná škola Počet A4: 3
Priemerná známka: 2.98 Rýchle čítanie: 5m 0s
Pomalé čítanie: 7m 30s
In everyday life there are many situations when one needs compliance from others. There are several techniques showed as effective and studied by the social psychologists. The basic ones are the Foot-in-the-door, the Door-in-the-face and the Low-balling technique. The Low-ball procedure is often used by the car sales dealers. "A requester who induced subjects to make an initial decision to perform a target behavior and who then made performance of the behavior more costly obtained greater final compliance than requester who informed subjects of the full costs of the target behavior from the outset." (Cialdiani, Cacioppo, Bassett, Miller 1978)[1, p.463] The Foot-in-the-door technique considers a small request first, large request second. What it refers to is the fact that individuals seeking compliance often begin with small or trivial request. When this small request is granted they raise their request to the larger or more important ones. The fact that this technique is successful was proved by many different studies. (Beaman et al., 1983) Next technique is the Door-in-the-face: large request first, small request second. However the first technique is useful, an opposite strategy can be also successful in inducing compliance. (Baron & Byrne, 1987) In this procedure, the persons start with very big request and after a refusal they shift to the smaller one, favour that they wanted all along. But not only good procedures would help you while inducing compliance. As the base for explanations of the compliance techniques the Social Impact theory (Latane 1971, In Atkinson et al., 1993) can be taken. According to this theory, the impact of the source on the target raises with raising number, immediacy and the strength of importance of the source of influence. This is the phenomenon of multiplication of influence. The second principle of this theory is diffusion of influence: impact of a source decreases as the number, immediacy and importance of the target increases. The importance or it can be said authority of the source was more precisely described in Milgram's classical studies on Obedience to authority (Milgram, 1974).
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