Compliance; principles and tactics|Social Influence| Social psychology скачать в хорошем качестве

Compliance; principles and tactics|Social Influence| Social psychology

For PPT/Short note or if you have any doubt, fill out this form and join the WhatsApp group- https://forms.gle/HvyMWxNNYfVuW8b8A } Social influence- Social influence is the process by which an individual's attitudes, beliefs or behavior are modified by the presence or action of others. Efforts by one or more individuals to change the attitudes, beliefs or perception or behavior of one or more others Compliance- A form of social influence involving direct requests from one person to another. Compliance: The Underlying Principles 1. Friendship/liking: In general, we are more willing to comply with requests from friends or from people we like than with requests from strangers or people we don’t like. 2. Commitment/consistency: Once we have committed ourselves to a position or action, we are more willing to comply with requests for behaviors that are consistent with this position or action than with requests that are inconsistent with it. 3. Scarcity: In general, we value, and try to secure, outcomes or objects that are scarce or decreasing in availability. As a result, we are more likely to comply with requests that focus on scarcity than ones that make no reference to this issue. 4. Reciprocity: We are generally more willing to comply with a request from someone who has previously provided a favor or concession to us than to someone who has not. In other words, we feel obligated to pay people back in some way for what they have done for us 5. Social validation: We are generally more willing to comply with a request for some action if this action is consistent with what we believe people similar to ourselves are doing (or thinking). We want to be correct, and one way to do so is to act and think like others. 6. Authority: In general, we are more willing to comply with requests from someone who holds legitimate authority—or simply appears to do so. Tactics Based on Commitment or Consistency Foot-in-the-door technique- A procedure for gaining compliance in which requesters begin with a small request and then, when this is granted, escalate to a larger one (the one they actually desired all along. Low-ball procedure- A technique for gaining compliance in which an offer or deal is changed to make it less attractive to the target person after this person has accepted it. Tactics Based on Reciprocity That’s-not-all technique- A technique for gaining compliance in which requesters offer additional benefits to target people before they have decided whether to comply with or reject specific requests. Playing hard to get - A technique that can be used for increasing compliance by suggesting that a person or object is scarce and hard to obtain Tactics Based on Scarcity Deadline technique- A technique for increasing compliance in which target people are told that they have only limited time to take advantage of some offer or to obtain some item