What is compliance? What techniques can be used for gaining compliance?

Compliance: It is a form of social influence which refers to accepting request made by some one. Following techniques are used for gaining compliance:

(i) The Foot-in-the-Door Technique: The person begins by making a small request that the other person is not likely to refuse. Once the other person carries out the request, a bigger request is made. Simply because of the other person has already complied with the smaller request, he or she may feel uncomfortable refusing the second request. e.g., someone may come to us on behalf of a group and give us a gift (something free), saying that it is for promotion. Soon afterwards, another member of the same group may come to us again, and ask us to buy a product made by the group.

(ii) The 'Deadline' Technique: In this technique, a 'last date' is announced till which a particular product or 'an offer' will be available.

(iii) The 'Door-in-the-Face' Technique: In this technique, you begin with a large request and when this is refused a later request for something smaller than the one that was actually desired, is made, which is usually granted by the person, e.g., a child may ask for permission to attend a night party with friends and coming back at 3 a.m. in the morning knowing very well that this request will not be granted by the parents. After a lot of efforts and persuation, he may request to get permission for attending the party and coming back home by 11 p.m. which now may be very happily accepted by the parents.