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INTERPERSONAL RELATIONSHIPS - ATTRACTION - COMPLIANCE TECHNIQUES (Cialdini) + (Guergan et al, 2016)

27 important questions on INTERPERSONAL RELATIONSHIPS - ATTRACTION - COMPLIANCE TECHNIQUES (Cialdini) + (Guergan et al, 2016)

What is a limitation of sample representativeness in compliance techniques?

Sample representativeness involves only drivers at one traffic light in one area, which may not represent all drivers. This could be cultural, city-specific, or time-specific.

What is the independent variable (IV) in the compliance techniques study?

The independent variable is whether the driver was exposed to the FITD technique (small request for directions) or not (control).

How does opportunity sampling affect compliance technique results?

Opportunity sampling is not random, so results might be due to chance characteristics of that group of drivers (e.g. All of the drivers may be in a hurry), affecting the validity of findings.

How is aggressiveness measured as the dependent variable (DV)?

Aggressiveness is measured by:

Percentage of drivers who honked at the stopped car.
Time (seconds) before the driver honked (longer wait = less aggression).

What is a limitation of the aggression measure in compliance techniques?

Aggression measure is limited as it only measured honking, not other forms of aggression such as yelling or gestures, which may affect results.

What is the "Foot in the door" compliance technique?

A small request is made, and once the person agrees, they find it more difficult to refuse a bigger one. This technique leverages initial agreement to increase compliance.

What was the aim of the study on compliance techniques?

The aim was to test whether the foot-in-the-door (FITD) compliance technique can reduce aggressive behavior (specifically, honking at a stalled car) in drivers.

What are the control variables (CVs) in the study?

Control variables include:

Same location (same traffic light and store).
Same confederate (same person asked for directions).
Same scenario for the stalled car (same "engine problem" acting).
Same traffic conditions as much as possible (same time of day/traffic light cycle).
Drivers were unaware they were being studied (naturalistic).

How do confounding variables impact compliance techniques?

Confounding variables mean some drivers might be naturally more patient or aggressive regardless of FITD, and these are not controlled in the study.

Describe the "Door in the face" compliance technique.

Initially, a large request is made, then a small request. The persuader makes a large request likely to be turned down, then a smaller request, increasing compliance.

Describe the sample used in the study.

The sample consisted of drivers who stopped at a red traffic light in a real-world setting (field).

What were the key results of the FITD group compared to the control group?

Key results:

FITD group: 86.4% honked.
Control group: 100% honked.
The FITD group waited significantly longer before honking than the control group.
The small request (asking for directions) reduced aggression slightly and delayed the aggressive response.

Cialdini said there were 6 reasons why people were likely to comply. Can you define each and think of one example for each?

Authority: More likely to obey someone with authority.
Commitment: Small commitments lead to larger requests.
Liking: Persuaded by people we know or like.
Reciprocity: Feeling obliged to return a favour.
Scarcity: Less available things seem more valuable.
Social proof: Look to others to guide behavior.

Explain the "Low-ball" compliance technique.

A person agrees to an attractive, low-cost request, then hidden costs or less favorable terms are revealed, obliging them to stick with the decision despite changes.

What sampling method was used in the study?

Opportunity sampling was used. Researchers utilized drivers who happened to be at that traffic light at that time.

What are the strengths of the compliance techniques study?

Strengths include:

High ecological validity: Real drivers in a real traffic situation → findings apply to everyday life.
Clear IV/DV: Easy to see cause-and-effect (FITD → less honking).
Quantitative data: Percentages and reaction times allow statistical comparison.

What is the "That's not all" compliance technique?

An initial offer is presented, and before response, something extra is added (like a bonus or price reduction) to make the deal seem better, increasing acceptance likelihood.

What research method was employed in the study?

A field experiment was conducted in a natural setting: a real street with traffic lights. It included two conditions: FITD and control.

How did Guégan et al. (2016) study the foot in the door technique with regards to aggression?

Field Experiment in a naturalistic setting. Drivers at a red light were unknowingly recruited. A confederate asked for directions; compliance was the "foot in the door." Control condition had no request.

What was the procedure in the FITD condition?

When the light was red, a confederate asked the driver for directions to a well-known store (small request).
The confederate thanked the driver and left.

What happened in the control condition of the study?

In the control condition, no one asked the driver for anything when the light was red.

What did researchers observe after the light turned green?

Researchers observed whether drivers honked and how long they waited before honking when an experimental car blocked the way and pretended to have an engine problem.

What is "Foot in the Door" compliance technique?

You make a small request, and once the person agrees to this, they find it more difficult to refuse a bigger one.

(e.g. Your friend asks "Can you help me with my Math HW?", you agree, then your friend proceeds to ask "Can you help me do my Math HW? ; small request -> big request).

What is "Door in the face" compliance technique?

Initially, making a large request, then making a small request.

(e.g. Can you lend me $200, you say no, Can you lend me $50 then?, then you say yes because the request was lowered).

What is "Low Ball" compliance technique?

Where a person first gets someone to agree to an attractive, low-cost request, and after commitment, reveals hidden costs or less favourable terms, making the person feel obliged to stick with the original decision despite the changed conditions.

(e.g. Seller says "This Ipad is $3000", you buy it, and then the seller proceeds to say "Oh you need $500 for delivery", you still buy it because you already agreed.)

What is "That's not all" compliance technique?

Where an initial offer is presented, but before the person can respond, the requester adds something extra (like a bonus product or a price reduction) to make the deal seem much better, increasing the likelihood of accepting the offer.

(e.g. The pancakes are $25, before you reply, the seller says "I'll give you DUBAI CHOCOLATE for FREE")

How did the FITD compliance technique work for reducing aggression?

After doing a small kind act, drivers saw themselves as helpful, non-aggressive people.
To stay consistent with that self-image, they were less aggressive later.
FITD can reduce negative behaviors (like aggression), not just increase compliance.

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Psychology (2)

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