Conformity and Compliance - Conformity and Compliance...

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Conformity and Compliance pp.240-255 05/03/2008 16:52:00 Compliance attempts come in two types: those directed at the mind and those  directed at the heart.   Reason-Based Approaches: Norm of reciprocity-  A norm dictating that people should provide benefits to  those who benefit them. o Ex. give a person a coke then ask them to buy a 25 cent raffle ticket. Door-in-the-face technique (reciprocal concessions technique)-  Asking  someone for a very large favor that he or she will certainly refuse, and then  following that request with one for a modest favor (that tends to be seen as a  concession that the target will feel compelled to honor). o Boy scouts offered tickets first ($5) then cookies ($1) o Does not work if requests made by different individuals That’s-not-all technique - Adding something to an original offer, which is  likely to create some pressure to reciprocate. Foot
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This note was uploaded on 02/28/2009 for the course PSYCH 2800 taught by Professor Gilovich,t/regan,d during the Spring '08 term at Cornell University (Engineering School).

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Conformity and Compliance - Conformity and Compliance...

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