We will focus on the key definitions associated with conformity and will take a look at the key pieces of research in this area of Psychology. Compliance is a response—specifically, a submission—made in reaction to a request. [7], Researches have found that compliance increases as the number of people in the group increases; however, once the group reaches 4 or 5 people, compliance is less likely to occur. The forced compliance technique is an experimental procedure whereby people are induced to behave in a way that is inconsistent with their attitudes, beliefs, values, or other thoughts about an issue. After you decline the request, the business owner asks if you could at least make a small product purchase to help them out. According to "successive approximations", because the subject complied with initial requests, they are more likely to feel obligated to fulfill additional favors. 2012;34(4):304-312. doi:10.1080/01973533.2012.693341. American Psychologist, 36: 4, 343–356. The likelihood of compliance increases with the number of people present. Compliance Definition. Originally slated to last two weeks, the Stanford prison experiment had to be terminated after just six days after the guards began displaying abusive behavior and the prisoners became anxious and highly stressed. an individual's interpretation of their social environment and interactions.[2]. As previously stated, individuals seeking affiliation and approval are more likely to comply with authority figures' demands.[20]. The general theory suggests we think of social impact as the result of social forces operating in a social structure (Latané). After this point, each additional person has less of an influencing effect. [5], The stronger a group—the more important it is to an individual—the more likely that individual is to comply with social influence. Milgram, S. (1994). Unlike obedience, in which the other individual is in a position of authority, compliance does not rely upon being in a position of power or authority over others. [17], In Solomon Asch's experiment, 50 participants were placed in separate ambiguous situations to determine the extent to which they would conform. Some examples include: As you can see, sometimes compliance can involve a direct request. Compliance psychology is a branch of psychology that deals with just this question. Because of this, persuasion techniques are often used one-sidedly in immediate situations where one individual wishes to provoke a specific response from another individual. Why Do We Try so Hard to Be Like Other People and Conform? (1988) “Fear appeals and persuasion: Assumptions and errors in advertising research.” Current Issues & Research in Advertising, 11:1, 21–40. Compliance. 2011", "High-ranking Nazi official Adolf Eichmann captured", "Influence: The Psychology of Persuasion", Obsessive–compulsive personality disorder, https://en.wikipedia.org/w/index.php?title=Compliance_(psychology)&oldid=983503333, Creative Commons Attribution-ShareAlike License, The victim claimed to have a heart condition, Subjects were told the experiment was being conducted for marketing purposes, Before the experiment began, the "student" extracted an explicit agreement from the "teacher" to stop on demand, Two experimenters (conducting the experiment) disagreed about the "teacher" continuing, Fellow "teachers" refused to continue (in experiments with multiple "teachers"), Experimenter remained in a different room from the "teacher", The "teacher" was instructed to hold the "student's" hand on a shock plate, A child asking for an allowance raise with the foot-in-the-door technique, A student using ingratiation (e.g., flattery) to ask for a raised grade, An individual doing someone a favor, hoping that the norm of reciprocity will influence that someone to lend a hand at a later date, A lawyer using ingratiation and their perceived authority to persuade a jury. 2019;159(6):780-790. doi:10.1080/00224545.2019.1596058, Cullum J, O-Grady M, Armeli S, Tennen H. The role of context-specific norms and group size in alcohol consumption and compliance drinking during natural drinking events. Because compliance techniques play at psychological needs they are frequently successful in selling a product; the use of fear is often less persuasive. In this approach, marketers start by asking for and obtaining a small commitment. For example, your coworker asks if you fill in for them for a day. Exemple : La compliance médicamenteuse. Latane, B. Print. [2], In the study of personality psychology, certain personality disorders display characteristics involving the need to gain compliance or control over others:[3], Social psychologists view compliance as a means of social influence used to reach goals and attain social or personal gains. By initially estimating a car's price to be lower than actuality, car salesmen recognize that the customer is more likely to accept a higher price at a later time. Sign up to find out more in our Healthy Mind newsletter. 514–516). Annual Review of Economics. [18], Stanley Milgram's experiment set out to provide an explanation for the horrors being committed against Jewish individuals trapped in German concentration camps. Compliance refers to an implicit or explicit response to a request. Continue reading to discover more about what researchers have learned about the psychology of compliance. [18], As a result, 1/3 of the participants gave the incorrect answer when the confederates produced unanimously incorrect answer(s). (2004) conducted studies that examined the effect of similarity and compliance to a request. Of the 199 defendants: 161 were convicted with 37 being sentenced to death and 12 of the defendants were tried to by the IMT (International Military Tribunal).

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