Social influence - Deliberate social influence - Inducing compliance
4 important questions on Social influence - Deliberate social influence - Inducing compliance
What type of behavior by the target of influence is observed when the response to a request from an influence source is compliance - where the target of influence recognizes the pressure to respond in a desired way?
Also refers to change in behavior to match a norm without change on a private level
What is the name of the behavioral technique that induces compliance (reluctantly but without protest accepting a request) in a target of influence where the requester first asks an extreme request that gets refused, then asks the acceptable request that they had in mind all along?
What is the name of the behavioral technique that induces compliance in a target of influence where the requester first asks a small favor that will certainly be granted, then asks a larger related favor - a technique that relies on the general idea of consistency?
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What is the name of the behavioral technique that induces compliance in a target by following an initial request by a more costly and beneficial version of the same request?
EX: car dealer may go back on the low price they initially offered once the buyer decides to buy the car
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