ComplianceCompliance is a result of

direct pressure to respond to a request (conformity is

much more subtle)

SOCIAL INFLUENCE

Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the expert in the rapidly expanding field of influence and persuasion.

You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Klicka på ikonen för att lägga till en bild

… och klicka sedan på platshållarna om du vill lägga till egna bilder och bildtexter.

VÄLJ EN LAYOUT

compliance techniques (ways in which individuals are influenced to comply with the demands or desires of others)

Ads that use these ways…

Klicka på ikonen för att lägga till en bild

http://www.youtube.com/watch?v=1x19z5Jb_pg

THE NORM (RULE) OF RECIPROCITY

We treat other people the way they treat us (Cialdini 1993)

We are socialized into returning favours and this powerful rule underpins compliance

Klicka på ikonen för att lägga till en bild

RESEARCH THAT TESTED RECIPROCITY

• Regan 1971, lab. Experiment• See handout

• Door-in-the-face technique• Cialdini et al. 1975 see p. 117 in your book

COMMITMENT

Being consistent with previous behaviour

Klicka på ikonen för att lägga till en bild

COMMITMENT – IN RESEARCH

• The foot-in-the-door technique• Research done by Dickerson et al. 1992 – wanted

to see if they could get university students to conserve water in the dormitory showers.

• See p. 118 in your book

• Low-balling• By Cialdini et al. 1974 tested psychology students

on campus• See p. 118