PSYC 342 Lecture Notes - Lecture 7: Nemyriv, Social Proof, Positive Feedback
13 Oct 2016
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Document Summary
Proposed by goldstein, griskevicius, & cialdini (2012) Elicit reciprocity by providing bene ts to a valued third party on behalf of the target of compliance. Differs from traditional methods because no bene ts are afforded to target of compliance: hotel towels study. Environmental message - please be mindful of environment (35%) Incentive by proxy - donate some money of the energy we save (31%) Reciprocity by proxy - third party is helped, guest asked to help (45%) When reciprocity was primed, compliments produced a large increase in compliance compared to the no compliment control. When reciprocity was not pried, compliments had a weak non-signi cant effect on boosting compliance compared to the control condition. Suggests reciprocity, not liking or mood linked to compliance. A motivational tendency for people to maintain consistency between their beliefs and their behaviours. Size of initial request: bigger initial request, lack of compliance if too big, may feel as though obligation is ful lled.
