Compliance techniques seek to prompt specific actions from an audience. (Source from sourcewatch. org)
Compliance is a form of social influence that involves a direct request, often by a person in need, such as a friend or acquaintance who asked for a favor, or a stranger who requests directions or the time of day. (Grace, Bell & Sugar, J, 2001)
Compliance is known to be enhanced by a number of situational manipulations such as foot-in-the-door, door-in-the-face, low-ball and ingratiation.
Four Compliance Strategies -
1. Foot-in-the-door
2. Door-in-the-face
3. Low-ball
4. Ingratiation
Comparisons of different techniques
A number of studies have compared the effect of different compliance techniques, for examples,
- Context: donations to a cultural organization-
Low ball technique was generally the most effective, especially with respect to the amount of money contributed. Foot-in-the-door technique (FITD is a compliance tactic that involves getting a person to agree to a large request by first setting them up by having that person agree to a modest request The door in the face (DITF technique is a Persuasion method Compliance with the request of concern is enhanced by first making an extremely large request that the respondent The Low-ball works by first gaining commitment to the idea or item at lower costs which you are confident that the other person will accept then using the fact that people will ' Ingratiation is a strategic attempt to get someone to like you in order to obtain compliance with a request (Vaughan & Hogg 2008 This was followed in turn by the door-in-the-face and control conditions, with the foot-in-the-door condition the least effective in virtually every comparison. (Briwnsten, Katzev, 1985)
- Foot-in-the-door, door-in-the-face, low-ball, have been shown to increase the effectiveness of verbal donation requests. However, applications of psychological compliance techniques cannot increase the effectiveness of direct-mail campaigns for charitable contributions.
Therefore, analysis of different tactics in different studies suggests that success of applications may depend on carefully planned modifications of the techniques to calibrate them optimally to the particular situations in which strategies are to be undertaken
References
Brownstein, R. J. , Katzev, R. D. (1985)” The Relative Effectiveness of Three Compliance Techniques in Eliciting Donations to a Cultural Organization” Journal of Applied Social Psychology, 15, 6.
Grace, C. R. , Bell, P. A. , Sugar, J. (2001) “Effects of Compliance Techniques on Spontaneous and Asked-for Helping”, The Journal of Social Psychology, 128, 4.
Wevant, J. M. (1996)”Application of Compliance Techniques to Direct-Mail Requests for Charitable Donations”, Psychology & Marketing,13,2.
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