Lecture 11 Outline of Previous Lecture I. Ring Day (Notes coming)Outline of Current LectureII. ComplianceIII. Reason-Based ApproachesIV. Emotion-Based ApproachesV. Norms-Based ApproachesCurrent LectureIII. Compliance: agreeing to the request of another person regardless of that person’s statusa. Reasonb. Emotionc. NormsIV. Reason-Based Approachesa. Norm of reciprocityi. Feel obligated to give to someone who has given to usii. Even when given something small, may feel obligated by a later requestiii. Ex. Participants that were given a coke at beginning of study were more likely to buy a raffle ticket at the end of studyiv. Sheldon and Penny (Big Bang Theory)v. Free giftsb. Door-in-the-face techniquei. Make a large request that is refused, followed by a smaller requestii. Joey (on friends) buys 1 encyclopedia instead of whole setiii. Why it works- reciprocal concession (you compromised with me so I’ll compromise with you)c. That’s-not-all techniquei. Adding something additional to the offerii. Infomercialsiii. Study- sold cupcakes for $0.75. Then advertised for $1 and lowered it to $0.75 (the original price)- sold way more cupcakes when falsely lowered priceiv. Why it works- makes us feel like we are getting more than expected, and added bonus makes us feel pressured to buyd. Foot-in-the-door techniquei. Make a small request that is accepted, followed by a larger requestii. Ex. Phoebe asks Monica/Chandler to babysit 3 puppies, when they say yes Phoebe tells them that it’s actually 3 babies PSYC 330 1st Editioniii. Why it works- need for consistent self-perception; agreeing to first request makes it easiest to agree to the seconde. Low-balling techniquei. Secure agreement with a request but then increase the size of request by adding hidden costsii. Ex. Buying a cariii. Study- 1 group of students signed up for psych study and were told upfront it started at 7:30am; 2nd group not told to after they committed to participate that it was at 730amiv. Why it works- once we’ve committed to something, we justify it to ourselves and are more resistant to changing our mindf. Scarcityi. “Playing hard to get”ii. “Deadline technique”iii. Beanie baby craze- certain BBs were limited editioniv. Disney movies, blue bell season flavorsv. Why it works- we place a higher value on things that are rare or not readily availableV. Emotion-Based Approachesa. Both positive and negative moodsi. Positive mood1. Mood maintenancea. People want to maintain a positive mood so they agree more easily2. Different construals of the requesta. More likely to trust someone’s intentions if we’re in a positive moodb. Ex. ask dad for $$$ when he’s having a good dayii. Negative moods1. Negative state reliefa. People want to feel better so they agree more easily2. Guilta. More obligated to help someone if we feel guiltyb. Feari. Can be persuasive and thus increase complianceii. Ex. Lyndon B Johnson presidential campaign commercialc. Peer pressurei. Video of boy with ice cream and girl pressuring him to share or she’ll tell on himd. Subliminal primingi. Influence affective reactions without awarenessii. Bush campaign commercial- the word “bureaucrats” bolds RATSiii. Lab tests show no significant affectVI. Norms-Based Approachesa. Descriptive normi. People’s perceptions of how most people behave in a given contextii. “Actual”iii. Informaliv. Ex. speeding (everyone knows you’re supposed to go 5 miles over)b. Prescriptive normi. People’s perceptions of what behaviors are generally approved/disapproved ofii. “Ideal/Ought”iii. FormalVII. Descriptive vs. prescriptivea. Motivate behavior differentlyb. Norms influence behavior only to the extent they are salientc. Littering- lots of trash on ground person more likely to litterd. Descriptive- littered areai. Confederate litters Participant more likely to littere. Prescriptive- litter is swept upi. Confederate litters Participant less likely to litterf. Why? Participants less likely to litter where it’s clearly less acceptable to do so, even when observing other person litter. The norm has been made salient- much more clear that littering