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SCLOA Compliance techniques

Q: 6 common themes in infuence and persuasion (by Robert Cialdini):

Authority —people are more likely to go along with a request from a credible expert. Likeability —they're also more likely to go along with requests from trusted friends. Reciprocity —if people feel like they owe something, they're more likely to comply more. Consistency —compliance is more likely if it's consistent with existing beliefs and commitments. Consensus —if it's the 'popular' choice, then individuals tend to go along with it. Scarcity —if it's perceived as scarce, then it's easier to persuade people to choose it.

4 important questions on SCLOA Compliance techniques

6 common themes in infuence and persuasion (by Robert Cialdini):

Authority—people are more likely to go along with a request from a credible expert.
Likeability—they're also more likely to go along with requests from trusted friends.
Reciprocity—if people feel like they owe something, they're more likely to comply more.
Consistency—compliance is more likely if it's consistent with existing beliefs and commitments.
Consensus—if it's the "popular" choice, then individuals tend to go along with it.
Scarcity—if it's perceived as scarce, then it's easier to persuade people to choose it.

Door-in-the-face technique

based on reciprocity
zeroes in on the need that a favour needs to be returned
suggesting that people are more likely to comply with the second smaller request because they feel that the person has already lowered the intial request in order to accommodate them
they feel the need to reciprocate, by giving their time in return, or by buying the smaller amount of the goods, and so on
Cialdini et al. (1975)

What is the difference between door in the face and foot in the door compliance techniques?

Foot in the door begins with a small request which is complied with.
Door in the face begins with a large request which is bound to be refused, and then follows with a smaller request which is then likely to be complied with.

How is Dickerson et al.'s study related to cognitive dissonance?

Cognitive dissonance was generated by asking the students to sign a poster saying that they saved water and to complete a survey raising their awareness of the importance of saving water. This created a dissonance between their actions and their statements.

The question on the page originate from the summary of the following study material:

Psychology

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