November 1-compliance iwth requests

November 1-compliance iwth requests - November 1, 2010...

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November 1, 2010 A-Compliance with Requests 1- Mindless compliance - the role of automaticity in compliance a. People’s tendency to agree than disagree b. We would rather give people what they want than prevent them for getting what they want 2- Two techniques for obtaining compliance with requests: a. foot - in - the - door a.i. Engages people’s consistency bias a.ii. You get somebody to agree to a very small request; by doing so, you increase the probability that they comply to a later bigger request b. door - in - the - face b.i. Foot in the door in reverse b.ii. Ask for a large favor first, and then reduce the request b.iii. A situation where somebody is going to ask you for something that they know you will say no to. When they then ask you for something that appears much smaller, you are more likely to say yes 3- When people give something to you, you feel a sense of obligation to make you feel like you should return the favor 4- a. Wanted to reduce speeding in the neighborhood b. Everybody was asked to post a really ugly sign on their front lawn c. Half of the people asked to put ugly sign up were asked 3 weeks earlier to put a drive safe sticker on their window c.i. Over 50% agreed to put their sign on their lawn c.ii.
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This note was uploaded on 02/01/2012 for the course SOC. PSYCH 1:830:321 taught by Professor Stephenkilianski during the Fall '10 term at Rutgers.

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November 1-compliance iwth requests - November 1, 2010...

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