Social Influence: Compliance

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Presentation transcript:

Social Influence: Compliance “How to start your own cult!”

Social Influence Exercise of social power by a person or group to change the attitudes or behavior of others Social Pressure CONFORMITY PERSUASION COMPLIANCE OBEDIENCE

Compliance A form of social influence involving direct requests from one person to another to change their behavior Attitude change may depend more on just who is the messenger, but also how the messenger presents the message

Compliance Principles & Techniques Authority Friendship/Liking Ingratiation Incidental Similarity

Compliance Principles & Techniques Commitment/Consistency Foot-in-the-door Technique Lowball Technique Bait-and-Switch Technique Labeling Technique

Compliance Principles & Techniques Social Validation Scarcity Playing-Hard-To-Get Deadline Technique Reciprocity That’s-Not-All Door-in-the-Face