1. Compliance “A form of social influence involving direct requests from one person to another.” (Baron & Byrne, 2000) Implies getting people to do things they might not otherwise do psychlotron.org.uk

2. Weapons of influence Cialdini (1984; 1994) Experiments & participant observation Identified automatic responses to specific types of social stimulus ‘Click, whirr’ responses Can be exploited to produce compliance to unreasonable requests psychlotron.org.uk

3. Langer (1978) A confed asked if she could jump the photocopier queue:  May I use the Xerox machine?  May I use the Xerox machine because I’m in a rush?  May I use the Xerox machine because I have to make some copies? psychlotron.org.uk

4. Freedman & Fraser (1966) ‘Foot in the door’ Householders were asked to put a large, ugly sign on their lawns Experimental group had previously agreed to display a small, unobtrusive sign 75% of exp’tal group agreed, only 17% of controls psychlotron.org.uk

5. Cialdini et al (1975) ‘Refusal & retreat’ Students were asked to accompany young offenders on a trip to the zoo Experimental group first asked to mentor offenders for two years (unpaid) 50% of exp’tal group agreed, compared with 17% of controls psychlotron.org.uk

6. Milgram et al (1967) ‘Social proof’ Three confederates stood on the street looking up into the air A control condition used only one confed With three confeds, 80% of passers-by stopped to look upwards, almost none in control condition psychlotron.org.uk

7. compliance consistency reciprocity scarcity liking norms authority Based on Cialdini (1984) psychlotron.org.uk

8. Some questions Much of this research involves deceiving & tricking people. What do you think about this? Cialdini’s (1984) book could be considered a manual for exploiting people. Why might we regard that as a problem? psychlotron.org.uk