Compliance (psychology)

SIFT

Ash_Lines

Error creating thumbnail:

Prosecutor_Robert_Jackson_at_Nuremberg_Trials

Solicitation_graph

Compliance in psychology refers to the act of responding favorably to an explicit or implicit request offered by others. It is a form of social influence where an individual does what someone else wants them to do, following their request or suggestion. Compliance is often studied in the context of social psychology and is distinct from conformity and obedience.

Types of Compliance

There are several types of compliance, including:

• Foot-in-the-door technique: This involves getting a person to agree to a large request by first setting them up with a smaller, more modest request.
• Door-in-the-face technique: This involves making a large request that the respondent will most likely turn down, followed by a smaller request.
• Low-ball technique: This involves getting a person to commit to a deal and then changing the terms of the deal after the commitment has been made.
• Ingratiation: This involves gaining compliance by making oneself more likable to the target.

Factors Influencing Compliance

Several factors can influence the likelihood of compliance, including:

• Authority: People are more likely to comply with requests from individuals who hold positions of authority.
• Commitment and Consistency: Once people commit to something, they are more likely to follow through with it to remain consistent.
• Social Proof: People are more likely to comply if they see others doing the same.
• Reciprocity: People are more likely to comply if they feel they owe something to the requester.
• Scarcity: People are more likely to comply if they believe that something is in limited supply.

Applications of Compliance

Compliance techniques are widely used in various fields, including:

• Marketing and Sales: Techniques like the foot-in-the-door and door-in-the-face are commonly used to increase sales.
• Health and Medicine: Compliance is crucial in ensuring that patients follow medical advice and treatment plans.
• Law Enforcement: Techniques to gain compliance are often used in interrogation and negotiation scenarios.

Related Concepts

• Conformity
• Obedience
• Social influence
• Persuasion
• Authority

See Also

• Conformity
• Obedience
• Social influence
• Persuasion
• Authority