Question

Describe each of the three compliance techniques, explain why each leads to compliance, and provide an example of each.

Answer 1

There are three types of compliance techniques. They are:

1. The foot-in-the-door technique

With the foot-in-the-door technique, an individual usually begins by making a small request. This request is usually granted. Following the small request, an individual makes a bigger request. This techniques is built on the assumption that a person who is likely to agree to a small request, increases the likelihood of a larger request that is made in the near future. The technique works based on the principle of consistency, which implies that when a large request is similar in nature to the smaller request made earlier, compliance can be achieved.

For example: You may ask your friend to feed your cat for a day while you are running late from work. Your friend is likely to agree since it seems like a small request. A month later, your friend asks you to feed your cat while you go away on vacation for three days. Your friend is likely to agree to the since the request is consistent with the previous request.

2. The door-in-the-face technique

The door-in-the-face technique functions on the assumption that initially making a large unreasonable request and the refusal of that request is likely to lead to a smaller, more reasonable request being accepted. The technique is based on the principle of reciprocity, which implies that saying no to the initial request the feel like they owe the other person the next smaller request that is similar in nature to the initial request. This technique is essentially a reverse of the foot-in-the-door technique.

For example: A friend might ask to borrow a large sum of money to put down as a deposit for an apartment they wish to rent. You refuse the initial request because it would involve you giving your friend a large chunk of your savings. A few days later, your friend asks if they can borrow a smaller sum of money to pay for his utilities bill. You are more likely to agree to the second request, since it does not seem too unreasonable and you don’t want to refuse your friend again.

3. The low-ball technique

The low-ball technique is a somewhat unethical means of gaining compliance. It involves gaining agreement for a particular request and then changing the terms of the request. This technique works based on the principle of commitment, where a person chooses not to go back on their word despite a change in the terms of agreement.

For example: Your friend asks you if you can drive them to the ophthalmologist on Saturday morning for a minor eye surgery. You agree to drive your friend to the doctor. Once you have agreed, your friend tells you that the surgery is scheduled for 9 am and the clinic is a two hour drive from their house. You are not likely to deny your friend’s request despite the fact that you might have to wake up at 6am on a Saturday morning.