Conformity

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Compliance techniques
Developed by Robert Cialdini. - They are ways in which people are influenced to comply with the demands or desires of others.
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Six Factors of Social Influence
CLASS(p) - RCommitment - Once people have agreed to something they are likely to comply with similar requestsLiking - People comply with requests from people they likeAuthority - People comply more often with those in positions of power or some autho
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Reciprocity Principle
We should treat others the way they treat us.
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door-in-the-face technique
A request is made which will surely be turned down. Then a second request is made which asks less. People are less likely to reject it because the person feels that the other person has already lowered the request in order to accommodate them.
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Commitment
Being consistent with previous behavior. Once people make a choice, they will encounter personal and interpersonal pressures to behave consistently.
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Other cards in this set

Card 2

Front

Six Factors of Social Influence

Back

CLASS(p) - RCommitment - Once people have agreed to something they are likely to comply with similar requestsLiking - People comply with requests from people they likeAuthority - People comply more often with those in positions of power or some autho

Card 3

Front

Reciprocity Principle

Back

Preview of the front of card 3

Card 4

Front

door-in-the-face technique

Back

Preview of the front of card 4

Card 5

Front

Commitment

Back

Preview of the front of card 5

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