Compliance techniques power point
- 1. COMPLIANCE TECHNIQUES How to get people to do what you want!
- 2. LEARNING OUTCOME Discuss the use of compliance techniques.
- 3. DISCUSS Idea 2 Offer a considered and balanced review that includes a range of arguments, factors or hypotheses. Opinions or conclusions should be presented clearly and supported by appropriate evidence. Idea 1
- 4. COMPLIANCE Compliance: The result to direct pressure to respond to a request. Example: A company advertising a product. How and why do people respond to requests of other people and companies?
- 5. COMPLIANCE TECHNIQUES Robert Cialdini describes several techniques that are used to get people to follow requests. Authority Commitment/Consistency Liking Reciprocity Scarcity Consensus
- 6. AUTHORITY People comply with someone who is famous or an authority figure. Often Celebrity endorsements
- 7. COMMITMENT: FOOT-IN-THE- DOOR Once a person has committed to doing something, whether by action or word, they are more likely to do it. Example: Signing a petition will make you more likely to vote for an upcoming ballot measure. See Dickerson et al. (1992)
- 8. DICKERSON ET AL. (1992) Aim: To see if the FITD technique was effective Method: Asked college students to sign a poster saying they would take shorter showers and lower their water usage in the dorms. They also asked them to complete a survey on their water usage. The researchers then monitored the students shower times. Findings: The students who signed the poster took showers that were on average 3.5 minutes long (which is shorter than regular students). Conclusion: Foot-In-The-Door Works Critical Thinking?
- 9. LIKING People will comply with a person they like. Mr. Bonica will drink Vita Coco because his favorite baseball player (Dustin Pedroia) asks him to.
- 10. RECIPROCITY People will comply when the person asking for compliance does them a favor first. Reciprocity Principle: We feel like we should treat others the way they treat us. Example: Free samples at Costco. “Thanks for the free one, now maybe I should actually buy something.”
- 11. STROHMETZ ET AL. (2002) Aim: To determine if providing mints to diners would increase their willingness to tip. Method: Real waiter in a real restaurant…Field Experiment Experiment 1: Provided a small piece of candy to customers with their bill Experiment 2: Allowed customers to select two candies with their bill. Findings Experiment 1: 19.59% Tip Experiment 2: 21.62% Tip Conclusion: Reciprocity is an effective compliance technique Critical Thinking
- 12. RECIPROCITY: DOOR-IN-THE-FACE After being asked for a big commitment (which we will likely turn down), we are more likely to agree to a smaller one. Example: A car salesman lowering his initial asking price after you initially refuse. See Cialdini et al (1975) for an example from research.
- 13. CIALDINI ET AL (1975) Aim: To see if the DITF technique is effective. Method: Posed as a community volunteer group and asked random college students to chaperone a group of juvenile delinquents to the zoo (86% refused). Others were first asked to volunteer for a mentoring program that would take 2 hours a week for 2 years (All refused). After refusing they were asked about the zoo trip. Findings: About 50% volunteered for the zoo after being asked about the mentor program. Conclusion: Reciprocity is an effective compliance technique.
- 14. SCARCITY When something is rare or limited, people are more likely to comply (buy it). Example: Seasonal specials at Fast Food Restaurants. The “McRib” is only sold for one month a year.
- 15. CONSENSUS/BANDWAGON People will comply with a behavior if they see others doing it too.
- 16. TUALA-MEN CHALLENGE Use the compliance techniques which you have just learned about to design an advertisement for a mystery product. Explain why it would be an effective strategy.
- 17. MR. TIMBERWOLF CHALLENGE In the coming weeks, the Mr. Timberwolf contestants will be competing to raise money for a charity. Using compliance techniques, come up with strategies that they can use to increase their fundraising capabilities.
- 18. TUALATIN MAD MEN CHALLENGE Lucky Pie Dog Treats