WHEN AND WHY WE COMPLY WITH REQUESTS FROM OTHER PEOPLE

Mihajlo Popovski

Abstract


Compliance is a specific type of social influence, that occurs when people change their behavior at someone’s direct request to do so. This paper outlines the basic principles and techniques that people apply when trying to change someone's behavior. In analyzing the nature and effects of the main techniques of influence, i.e. foot-in-the-door, door-in-the-face, and low-ball, the most important empirical findings are presented and explanations of the reasons why people are prepared to accept the requests of others are discussed. It is also pointed out that these techniques are not the only means of influence that result with compliance, and depending on the nature and purpose of social interactions, other more subtle tactics of interpersonal influence can be applied.

Keywords: social influence, compliance, techniques of compliance


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