Compliance Strategies: Common Persuasion Techniques
What are compliance techniques and how are they used to persuade us to agree to requests?
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References
- Freedman, J. L. and Fraser, S. C. (1966). Compliance Without Pressure: The Foot-in-the-Door Technique. Journal of Personality and Social Psychology. 4(2). 195-202.
- O'Keefe, D. J. and Figgé, M. (1999). Guild and expected guilt in the door-in-the-face technique. Communications Monographs. 66(4). 312-324.
- Pendleton, M.G. and Batson, C.D. (1979). Self-Presentation and the Door-in-the-Face Technique for Inducing Compliance. Personality and Social Psychology Bulletin. 5(1). 79-81.
- Burger, J. and Caputo, D. (2015). The low-ball compliance procedure: a meta-analysis. Social Influence. 10(4).
- Jones, E. E. (1964). Ingratiation: A social psychological analysis. New York: Appleton-Century-Crofts.
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