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All 10 Flashcards — Compliance techniques
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Question
What is compliance?
Answer
Changing your behaviour in response to a direct request from another person.
Question
What is foot-in-the-door?
Answer
Starting with a small request so a later, bigger request is more likely to be accepted.
Question
What is door-in-the-face?
Answer
Starting with a large request that's refused, so the smaller real request seems reasonable.
Question
What is low-balling?
Answer
Getting agreement on a good deal, then revealing added costs; people often stick with it.
Question
What is reciprocity (as a technique)?
Answer
Giving something first so the person feels obliged to give back.
Question
Why does foot-in-the-door work?
Answer
People want to act consistently with a commitment they've already made.
Question
Compliance vs conformity vs obedience?
Answer
Compliance = a request; conformity = a group; obedience = an authority's order.
Question
One strength of compliance techniques?
Answer
Demonstrated in many field and lab studies; explains sales, charity and marketing.
Question
One limitation of compliance techniques?
Answer
Effects vary by person/culture, some raise ethical concerns, and they can backfire if obvious.
Question
Which concept do they link to?
Answer
Causality — the way a request is framed causes agreement.
Read the notes
Full study notes for Compliance techniques
Topic 2.3 hub
Sociocultural approach
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Psychology exam skills
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