PSYC 342 Lecture Notes - Lecture 6: Free Product, Blood Donation, Cupcake
22 Oct 2016
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The norm that we should treat other as they treat us. This norm can be found in virtually all cultures. Examples of reciprocity compliance: free product samples, unsolicited gifts, noncontingent gifts for completing mail surveys. Regan (1971: confederate pretended to be another participant in the study, likeability of confederate. Likeable: was polite answering a phone call. Unlikeable: was rude answering a phone call: reciprocity. No favour: no favour provided: dv: asked participant to buy raffle tickets for charity, results: number of ticket purchased. Manipulation check indicated liking was successfully manipulated. Findings suggest reciprocity was more important than liking in influencing compliance. We can do something small but leverage it for something bigger! Door-in-the-face technique: a two-step compliance technique in which the influencer prefaces the real request with a request that is so large that it is rejected, cialdini & ascani (1976): examined blood donation. Large request: participation in a long-term donation program.
