Automatic Responding: taking advantage of peoples tendency to respond to particular cues in predictable ways.

Positive Moods: make a request in a situation in which the target is in a good mood.

Friendship/Liking: we are more likely to comply to the requests of friends or other liked individuals - ingratiation: flatter someone so they like us and they are more likely to comply to a request if they like us - similarity

Perceptual Contrast

Foot-in-the-DoorFreedman & Fraser (1966)

small sign ( Be a Safe Driver)

large sign (Drive Carefully)

Control (No initial request) Experimental (Got initial request) 20%compliance 55% complianceExplanation: Consistency/Commitment/Self-Perception

Door-in-the-FaceExplanations:

Perceptual Contrast

Reciprocity

Hare Krishnas: http://www.youtube.com/watch?v=qse_wf57tZM

Trivializing a Request- Even a penny will help - pique techniqueFraming the Request- unit-asking

Low-Balling

Explanations:

Consistency/Commitment

Impression Management

Thats-Not-All

Explanations:

Reciprocity

- Role of mindlessness

Consistency Based Tactics Reciprocity Related Tactics

Foot-in-the-Door Door-in-the-Face Low-Balling Thats-Not-All

ReactanceScarcity - deadline technique - limited numbers

Authority

Milgrams Obedience StudiesSituational Factors that influenced the level of obedience:Proximity of victim and experimenter?Baseline rate: 65%Learner in same room: 40%

Place leaners hand on shock plate: 30%

Experimenter absent: 20.5% Prestige of Yale?Bridgeport office building: 47.5%www.stanleymilgram.comPrompts and experimenter takes responsibility?

Gradual escalation?When conformity pressures and obedience combine?Peers go along and peer administers shock: 92.5%

Two peers rebel: 10% Women subjects?All women version: 65%Would people act the same way today?- Burgers replication