Abstract: Social norms, what most people do or approve of, can be leveraged as a powerful tool for gaining compliance. This chapter reviews the behavioral intervention literature to describe and summarize the different ways that social norms can be operationalized to obtain compliance, the underlying motivations and mechanisms driving these effects, and possible delivery mechanisms. Best practices are highlighted for ensuring maximum compliance. The chapter also explores theoretical and empirical literature to review and characterize the behavioral domains in which social norm techniques are effectively implemented, including large-scale applications. The chapter concludes with a general discussion of research findings and suggestions for future research. Show Information Publisher: Cambridge University Press Print publication year: 2021 Access optionsGet access to the full version of this content by using one of the access options below. 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What does the doorThe door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader's face.
What are the three compliance techniques?The experimental analysis of compliance has focused primarily on three multiple request procedures: (1) the foot-in-the-door technique, (2) the door-in- the-face technique, and (3) the low-ball technique.
What are the four methods of compliance?Compliance Strategies: Common Persuasion Techniques. Foot-in-the-Door Technique. The foot-in-the-door technique involves making a smaller request, which a person is likely to agree to, before making your larger request. ... . Door-in-the-Face Technique. ... . Low-Balling. ... . Norm of Reciprocity. ... . Ingratiation.. |