Compliance is an important part of the social influence, not group influence. A lot of times the use of different forms of compliance can leave a person feeling cheated. Most forms of compliance are tricks to get a person to do what they want.
The article I found focuses on compliance and the two common techniques that lead to compliance. These techniques are: (1) The "foot in the door" effect, this is the idea that if you get your foot in the door a sale is no problem. This type of technique is used by door to door salesmen, and is seen as the best way to get in the door. They usually start by asking something simple like can you fill out a survey, as an icebreaker. (2) The second technique is the "face in the door" effect. This focuses on asking for something big first knowing that the request will be denied so that when you ask for something small that request will probably be acknowledged. In this situation the person only whats the small favor, but asks the big favor as a set up.
This article really shows some of the different methods used by sales people or con men. I think that the whole article was really interesting, and you can find it at:
www.suit101.com, article written by Asha Wate
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That's funny! I remember doing the second technique to my parents all the time when I was younger. I would usually ask them for a Lamborghini and after seeing that they would buy me a nintendo. Well, it didn't work most of the time but definitely an interesting study to read. Also maybe you can re post the link so I could find the study, thanks.
ReplyDeleteIt is in suite101.com under psychology studies.
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