IB Psychology Topic 2.3.2 Compliance Techniques Revision Notes (SL/HL)

IB Psychology Topic 2.3.2 Compliance Techniques Revision Notes (SL/HL) | RevisionDojo

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Compliance Techniques

Definition

Compliance

A form of social influence where individuals change their behavior in response to a direct request from another person or group.

Key Compliance Techniques

Reciprocity: The tendency to feel obligated to return a favor or concession.
Foot-in-the-Door (FITD): Starting with a small request to increase the likelihood of agreement to a larger request. This is due to people preferring to be consistent with self-image.
Door-in-the-Face (DITF): Making a large request that is likely to be refused, followed by a smaller, more reasonable request.
Lowballing: Securing agreement to a request and then increasing the cost or effort required.
That's-not-all: Prior to the person making a decision, more information is added to make the offer look more attractive.

Case study

Cialdini et al. (1975)

Aim

To investigate the effectiveness of the Door-in-the-Face (DITF) technique.

Method

Participants were approached with one of two requests:
A large request: Volunteering for two hours per week for two years at a juvenile detention center.
A smaller request: Chaperoning a group of juvenile delinquents on a one-day trip to the zoo.
In the experimental condition, participants were first asked the large request, followed by the smaller request if they refused.
In the control condition, participants were only asked the smaller request.

Results

DITF Condition: 50% agreed to the smaller request.
Control Condition: Only 16.7% agreed to the smaller request.

Conclusion

The DITF technique increases compliance by making the second request seem more reasonable in comparison to the initial, larger request.

Factors in Compliance

Reciprocity norm: we are likely to return favours.

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Definition

Paywall

(on a website) an arrangement whereby access is restricted to users who have paid to subscribe to the site.

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Lorem ipsum dolor sit amet, consectetur adipiscing elit. Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.

Duis aute irure dolor in reprehenderit

Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum.

Note

Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam quis nostrud exercitation.

Excepteur sint occaecat cupidatat non proident

Nemo enim ipsam voluptatem quia voluptas sit aspernatur aut odit aut fugit, sed quia consequuntur magni dolores eos qui ratione voluptatem sequi nesciunt. Neque porro quisquam est, qui dolorem ipsum quia dolor sit amet, consectetur, adipisci velit.

Tip

Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.

Lorem ipsum dolor sit amet, consectetur adipiscing elit.
Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris.
Duis aute irure dolor in reprehenderit in voluptate velit esse cillum.

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Compliance Techniques

Definition

Compliance

A form of social influence where individuals change their behavior in response to a direct request from another person or group.

Key Compliance Techniques

Reciprocity: The tendency to feel obligated to return a favor or concession.
Foot-in-the-Door (FITD): Starting with a small request to increase the likelihood of agreement to a larger request. This is due to people preferring to be consistent with self-image.
Door-in-the-Face (DITF): Making a large request that is likely to be refused, followed by a smaller, more reasonable request.
Lowballing: Securing agreement to a request and then increasing the cost or effort required.
That's-not-all: Prior to the person making a decision, more information is added to make the offer look more attractive.

Case study

Cialdini et al. (1975)

Aim

To investigate the effectiveness of the Door-in-the-Face (DITF) technique.

Method

Participants were approached with one of two requests:
A large request: Volunteering for two hours per week for two years at a juvenile detention center.
A smaller request: Chaperoning a group of juvenile delinquents on a one-day trip to the zoo.
In the experimental condition, participants were first asked the large request, followed by the smaller request if they refused.
In the control condition, participants were only asked the smaller request.

Results

DITF Condition: 50% agreed to the smaller request.
Control Condition: Only 16.7% agreed to the smaller request.

Conclusion

The DITF technique increases compliance by making the second request seem more reasonable in comparison to the initial, larger request.

Factors in Compliance

Reciprocity norm: we are likely to return favours.

Definition

Paywall

(on a website) an arrangement whereby access is restricted to users who have paid to subscribe to the site.

anim nostrud sit dolore minim proident quis fugiat velit et eiusmod nulla quis nulla mollit dolor sunt culpa aliqua

Duis aute irure dolor in reprehenderit

Note

Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam quis nostrud exercitation.

Excepteur sint occaecat cupidatat non proident

Tip

Lorem ipsum dolor sit amet, consectetur adipiscing elit.
Sed do eiusmod tempor incididunt ut labore et dolore magna aliqua.
Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris.
Duis aute irure dolor in reprehenderit in voluptate velit esse cillum.

1. Concepts6 subtopics

2. Content4 subtopics

3. Contexts4 subtopics

4. Extensions (HL only)4 subtopics

IB Psychology 2.3.2 Compliance Techniques Notes

1. Concepts6 subtopics

2. Content4 subtopics

3. Contexts4 subtopics

4. Extensions (HL only)4 subtopics

Compliance Techniques

Key Compliance Techniques

Factors in Compliance

anim nostrud sit dolore minim proident quis fugiat velit et eiusmod nulla quis nulla mollit dolor sunt culpa aliqua

Duis aute irure dolor in reprehenderit

Excepteur sint occaecat cupidatat non proident

Unlock the rest of this chapter with a free account

Compliance Techniques

Key Compliance Techniques

Factors in Compliance

anim nostrud sit dolore minim proident quis fugiat velit et eiusmod nulla quis nulla mollit dolor sunt culpa aliqua

Duis aute irure dolor in reprehenderit

Excepteur sint occaecat cupidatat non proident

Unlock the rest of this chapter with a free account