Psychology of Belief Part 5: Compliance Techniques
Which is more likely? That missionaries generate converts through the power of holy inspiration? Or that missionaries are really clever marketers?
EDIT: Ray’s method here is probably more than just a foot-in-the-door effect. You will also notice a few “door-in-the-face” questions as well. These are designed to elicit an immediate rejection, followed by a lesser concession. See reference #4 at the end for an experimental demonstration of this effect.
“Foot in the Door” Persuasion Technique:
“Door in the Face” Persuasion Technique:
TheraminTrees’ on conformity:
Freedman, J.L. and Fraser, S.C. “Compliance without pressure: the foot-in-the-door technique,” Journal of Personality and Social Psychology, 1966, Vol.4, No. 2, 155-202
Cialdani, R.B., Basset, R., Cacioppo,, J.T., and Miller, J.A., “Low-ball procedure for producing compliance: commitment then cost,” Journal of Personality and Social Psychology, 1978, Vol. 36, No. 5, 463-476
Burger, J.M., “Increasing compliance by improving the deal: the that’s-not-all technique,” Journal of Personality and Social Psychology, 1986, Vol.51 No. 2, 277-283
Cialdani, R.B., Vincent, J.E., Lewis, S.K., Catalan, J., Wheeler, D., and Darby, B.L., “Reciprocal concessions procedure for inducing compliance: the door-in-the-face technique,” Journal of Personality and Social Psychology, 1975, Vol. 31, No. 2, 206-215
Kassin, S. Fein, S., Markus, H.R., “Social Psychology,” Ed 7, Houghton Mifflin, 2008
Psychology of Belief Playlist:
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