Describe Cialdini's (1994) six basic principles for gaining compliance
What will be an ideal response?
Answer:
These six principles are:
1) Friendship/liking – we tend to more willingly comply with those we like or are friends with
2) Commitment/consistency – we tend to be more willing to comply in ways that are consistent with a commitment we've already made
3) Scarcity – we tend to value scarce outcomes and objects. As a result, we are more likely to comply with requests that focus on scarcity.
4) Reciprocity – we return favors via compliance.
5) Social validation – we are more compliant when compliance is consistent with what we believe similar others are doing or thinking. This may be considered as a form of being correct.
6) Authority – we tend to comply more readily with requests that come from someone who we believe to hold legitimate authority over us.
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