Psychology of Compliance the Foot in the Door Technique YouTube Lecture Handouts

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Psychology of Compliance: Foot in Door; Door in Face & Low Ball Technique: Principle of Consistency, Reciprocity & Commitment | Psychology

Psychology of Compliance

  • Compliance is a type of social influence where an individual does what someone else wants them to do, following his or her request or suggestion. It is similar to obedience, but there is no order – only a request.
  • Compliance refers to a change in behavior that is requested by another person or group; the individual acted in some way because others asked him or her to do so (but it was possible to refuse or decline.)
  • Sometimes the request is up front and direct; what you see is what you get

How Compliance Works?

Can you do me a favor?

Salesperson pitch for buying

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Great Deal!

The Foot in the Door Technique

  • The foot in the door technique is a compliance tactic that assumes agreeing to a small request increases the likelihood of agreeing to a second, larger request.
  • Therefore, initially you make a small request and once the person agrees to this they find it more difficult to refuse a bigger one
  • Borrow one notes and then ask for all notes from friend principle of consistency. People prefer not to contradict themselves in both actions and beliefs. This means that as long as the request in consistent with or similar in nature to the original small request, the technique will work

Applicable to similar group of people

Door in the Face Technique

  • The door-in-the-face technique is a compliance method whereby the persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down.
  • This technique achieves compliance as refusing a large request increases the likelihood of agreeing to a second, smaller request.
  • Negotiate a salary increment with boss – 20 % and agree to 10 %
  • It has been found the door-in-the face technique produces high levels of compliance only when the same person makes the request, and the requests are similar in nature.
  • This technique works due to the principle of reciprocity. Saying β€œno” to a large request may make the person feel they owe the other person who made the request a favour.

Low-Ball Technique

  • The low-balling technique is a compliance method in which the persuader gets a person to commit to a low-ball offer they have no intention of keeping; then the price is suddenly increased. Since a person has already committed, it is hard to say no to the new higher price demand.
  • This success of this technique works on the principle of commitment. Because the person has said β€œyes” or agreed to an initial request, commitment has been given.
  • Salesman selling a car provides 20 %- customer agrees – later manager of car dealer company says only 10 % discount can be given- so customer agrees to buy at a higher price due to initial commitment
Low-Ball Technique

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