PHYS 105 1nd Edition Lecture 12 Social Influence cont d Factors that lead to compliance cont d The request comes from someone to whom we feel indebted they did us a favor so we tend to comply when they ask us because we feel like we owe them norm of reciprocity Target is in a good mood Target feels guilty about something even if it is unrelated to you Sequential Request Strategies used often by sale people 1 Foot in the door a Break the ice with a small request difficult to refuse ex Can I come in b Provide the real larger request ex Would you buy this box of candy c Often works because of change in self perception If agree to smaller request then think of someone who endorses product so now buy it 1 Study would you display a large obtrusive sign in your front door that says drive safely only 17 said yes In a group that was asked first a small request will you sign this position to support safe driving then got a call and asked to put a sign in their yard 50 said yes Shows change in self perception 2 Low balling a Probably the most devious you can do b Secure agreement with a request c Increase the size of the request with hidden costs d Works because psychology of commitment already committed to cost of the car so harder to walk away 3 Door in the face a Begin with a large unreasonable request will you pay for a trip to Europe b Come back with real reasonable request okay how about PCB c Works because perceptual contrasts this is a better deal paying lower amount and reciprocity the person is meeting half way they came down in their price so I should go up in mine a little bit 4 That s not all folks a Product is initially offered at a particular price b Then seller reduces price of bonus is offered c Works because norm of reciprocity they did something for you lower price so you should buy it 1 2 start small then go big and 3 4 start big then go down Obedience Defined as behavior change produced by the commands of authority Milgram study 65 went all the way o Replicated in several different counties and among different age groups o No gender differences observed in level of obedience did Milgram experiment with women o Some factors did affect the level of obedience examples in book o Happened again in modern day experiment over 50 went all the way o 92 kept saying rude comments in someone headphones during job interview even when interviewee pleaded them to stop if experimenter told them to continue
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