5. When we refer to conformity , we usually mean a
phenomenon in which the social pressure is in
direct . But in some situations social pressure is
much more obvious with direct explicit
pressure to endorse a particular point of view
or behave in a certain way . Social
psychologists call the type of behavior that
occurs in response to direct social pressure is
compliance
6. Several specific techniques represent attempts to
gain compliance . Those frequently employed
include :
In Foot-in-the-door technique , you ask a
person to agree to a small request which –
because it is small-the likely hood that he or
she will comply is fairly high .but later you ask
that person to comply with a more important
req. it turns out that compliance with the more
important request increases significantly when
the person first agrees to the smaller favor
7. Why does the foot in door technique works ?
For one reason , involvement with the small
req. leads to interest in an issue ; taking an
action –any action-makes the individual more
committed to the issue , which thereby
increasing the likelihood of future compliance .
Another explanation revolves around people’s
self perceptions . By complying with the initial
req. individuals may come to see themselves as
people who provide help when asked .
8. Then , when confronted with the larger req.
they agree in order to maintain the kind of
consistency in attitudes and behavior that was
described earlier . Although we don’t know
which of these explanations is more accurate ,
it is clear that the foot-in-the-door strategy is
effective
9. A fund raiser asked for 500Rs contribution . You
laughingly refuse and tell him that the amount is
way out of your league . He then ask for 10Rs
contribution . What do you do ?if you are like most
people , you will probably be lot more compliant
then you would be if he hadn’t asked for the huge
contribution first .
In this tactic called the door in the face technique
someone makes a large req. Expects it to be
refused , and follows it with smaller ones. This
strategy which is opposite to foot in the door
approach , has also proven to be effective
10. The use of this technique is widespread . You
may have tried it at some point yourself by
perhaps by asking your parents for a large
increase in allowance and later settling for less
11.
12. In this technique , a salesperson offers you a
deal at an inflated price . But immediately after
the initial offer , the sales person offer an
incentive , discount or bonus to clinch the deal
Although it sounds transparent , this practice
can be quite effective
13. If you ever receive a free sample , keep in mind
that it comes with a psychological cost .
Although they may not couch it in these terms ,
sales people who provide samples to potential
consumers do so to instigate the norm of
reciprocity
The norm of reciprocity is well accepted
societal standard dictating that we should treat
other people as they treat us . Receiving a not-
so-free sample then ,suggest the need for
reciprocation-in the form of purchase of course
14. Companies seeking to sell their products often use
the techniques identified by social psychologists
for promoting compliance . But employers also use
them to bring about compliance and raise
employees’ productivity in the workplace .
In fact (I/O) psychology , a close cousin to social
psychology , considers issue such as workers
motivation , satisfaction , safety and productivity .
I/O psychologists also focus on the operation and
design of organizations ; they ask questions such
as how to make decisions can be improved in large
organizations and how the fit between workers
and their job can be maximized
