complience 2

Question 1

5 strategies to enhance compliance

Answer 1

JONES AND PITTMAN
1. Intimidation- attempt to elicit fear by getting others to think you are dangerous
2. Exemplification- attempt to elicit guilt by getting others to regard you as morally respectable individual
3. Supplication- attempt to elicit pity by getting others to believe you are helpless and needy
4. Self promotion- attempt to elicit respect and confidence by persuading others that you are competent
5. Ingratiation- attempt to get others to like you in order to secure compliance

Question 2

explain ingratiation

Answer 2

• First making yourself liked, then various requests are made
• Making yourself attractive, appear similar, make them feel good, paid compliments
• Ingratiation that is transparent= backfires leading to ingratiator’s dilemma- when its too obvious you are trying to be liked it will decrease compliance so you must find a balance
• Reciprocity principle= first doing a favour, then asking for the request

Question 3

why does the foot in the door technique actually work?

Answer 3

• Ben’s self perception theory- by complying with a small request, people become committed to their behaviour and develop a picture pf themselves as ‘giving’. The subsequent large request compels them to appear consistent
• Dolinski- says it works as when we try to help a stranger, although unsuccessful, we infer we are altruistic- therefore more susceptible to later influence, despite it being more demanding
• Cialdini and Trost = self-consistency- if we are charitable on one occasion we must be on the other