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www.psychlotron.org.uk
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Name of resource: Compliance
Submitted by: Aidan Sammons
Specification details: AQA-B
Other specifications: 
Guidance:

Scenarios (drawn from Cialdini, 1984) where compliance is sought.  Students are invited to
suggest how they would obtain compliance.  Could form the basis for a discussion.  After
studying the topic, students go back to their original answers and suggest whether their
original ideas are supported by Cialdini's & others' work.  Based on the ideas in Cialdini, 
possible approaches would be:

Cover plans - offer the most expensive first, then introduce the lower priced one as a 
'concession' to the customer (principle of reciprocation)
Jewellery - increase the price (principle of scarcity)
Telesales - ask the customer how they are before starting to sell (principles of liking
and consistency)