Lecture 21

Social Influence 3

1. Compliance
1. Defined
2. Cialdini's Four Principles
2. Two-Step Compliance Techniques
1. Foot-in-the-Door
2. Door-in-the-Face
3. Low-Balling
3. Milgram's Study of Obedience
1. Biography
2. Historical Significance
3. Experimental Procedures
4. Experimental Findings
5. Interpretations