How we change what others think, feel, believe and do |
Forced Compliance
Explanations > Theories > Forced Compliance Description | Research | Example | So What? | See also | References
DescriptionPeople sometimes feel obliged to comply with commands against their will or better judgment. When this happens, some expected and some odd effects can happen:
The reason why disliked persuader are more effective is possibly because of the way people seek to explain and justify their actions. If they comply with someone attractive or otherwise likable, they can tell themselves they were acting as a favor to the person or because they liked them. ResearchZimbardo et al (1965) used an authority figure to pressure students into eating Japanese grasshoppers. When the persuader acted politely, a significant number of students later reported a lower affinity with eating grasshoppers than when the persuader was brusque. ExampleA sales manager rudely interrupts a sales person's spiel to correct performance details about car. The customer finds the car more interesting. So What?Using itBe careful with this as having other people liking you is generally good for persuasion. An effective way of using this is with a collaborator who plays the persuasive 'bad guy' on a particular point to your 'good guy' who completes the overall persuasion. DefendingNotice how you react to persuasive comments. You can sometimes be persuaded by attractive people and, as noted here, also by people who are less attractive! See alsoCognitive Dissonance, The effects of betrayal ReferencesSmith (1961), Zimbardo et al. (1965)
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| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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