FINAL

PART A- 1,2 (20 M EACH)

PART B- 1{1.2} & 2 {1,2,3,4,5} (30 M EACH ) PAGE 156

PART A + B = 100 M

Paraghraph kena cerakinkan kalau panjang sangat.

Chapter 4,5,6

LAW 036 EXERCISE CHAPTER 5, 6

QUESTION 3

Explain five techniques of gaining compliance.

Compliance happens when people change their behaviour due to the request from another person
or group asking them to change. The person or group demand for the change in behaviour typically
does not have any real power to command a change. According to Robert Cialdini, a well-known
psychologist, they are principles or techniques of gain compliance.

1. FRIENDSHIP OR LIKING

To start, having a friendship or liking would help gaining compliance since people more willing to
comply with requests from friends or from people we like than the requests from strangers or even
people we do not like. There are few tactics that could be use in friendship or liking. First is
ingratiation in which we praise or flatter others in some good manner to gain compliance. Second
tactic is self-promotion in which we inform others about the positive characteristics we posses in
order to induce them to like us. Therefore, they would comply with our request.

2. PROVIDING COMMITMENT OR CONSISTENCY

Next technique to gain compliance is providing commitment or consistency in position or action. This
is because people are more willing to comply with requests for behaviour that are consistent wit
their action than. A tactic that is suitable to use in order to make people comply with us is a lowball
procedure in which one making an offer or deal less attractive to the target person after they
accepted the offer. To illustrate, when a person buys a car, the commitment to buy a car at one low
price is a quickly followed by the addition of other costs such as additional options cost and
warranties that caused the buyer to spend more money than originally intended.

3. OFFERING SCARCITY

Third technique is offering scarcity. People tend to value the secure outcomes or object that are
scarce or decreasing in availability. As a result, we are more likely to comply with requests that focus
on scarcity than ones that make no reference to this issue. The common tactic for scarcity is ‘playing
hard-to get ‘that was often used in a romance relationship. This tactic can increase the compliance
by suggesting that a person or object is scarce and hard to obtain.

4. SOCIAL VALIDATION

Forth technique is a social validation. People are more willing to comply with request for some
action if this action is consistent with what we believe is similar to ourselves. This happened due to
the feeling of wanting to be correct and one way to do so is to act and think like others.
Last but not least, gaining compliance is easy for the authorities. We are generally more willing to
comply with requests from someone who holds legitimate authority, or simply appears to do so. For
example, a request from lecturer is more authoritative compared to a request by a class
representative. Therefore, if the lecturer intended to conduct a class at night most probably the
students will comply with such a request.

To conclude, gaining compliance from people could be done by these 5 techniques which is having a
friendship or liking, providing commitment or consistency, offering scarcity, exhibit the social
validation and being authority.

QUESTION 4

A) Define conformity.

Conformity is a choice of people that comes with the influence by the social norms to change their
attitude or behaviour in order to adhere with a certain situation. In addition, conformity also known
as attitudes brought about by a desire to follow the beliefs or standard of other people. It is also
known as majority influence. Conformity involves changing in your behaviours in order to fit in with
the people around you.

B) Explain 1 experiment conducted on conformity.

Experiment that was conducted on conformity was the Asch’s Experiments. In this experiment, the
participants thought they were taking part in a test of perceptual skills with six other people. The six
of them was paid and instructed to give the wrong answer in the trials. The experimenter showed
them one card with three lines of varying length and a second card that had fourth line that matched
on the first three. Participants had to announce loudly the first three lines was identical in length to
be the ‘standard’ line on the second card. However, from the perspective of the participant who
placed to answer last on each trial, the answers given by six people beforehand is seemed to be
wrong. Since six of them answer the same wrong answer, the last participant facing a dilemma of
whether to follow his or her own decision or to follow the group by giving the wrong answer too. As
a result of this experiment, Asch found that in about one-third of the trials, the participant
conformed to the unanimous but erroneous group answer.

QUESTION 5

A) Define conformity

Conformity is a choice of people that comes with the influence by the social norms to change their
attitude or behaviour in order to adhere with a certain situation. In addition, conformity also known
as attitudes brought about by a desire to follow the beliefs or standard of other people. It is also
known as majority influence. Conformity involves changing in your behaviours in order to fit in with
the people around you.
B) Explain why people choose to conform to the social norms rather than resisting them

Refer answer of question 2

C) Discuss the relevant tactics of social influence for these situations:

1- Tactic been used of social influence in this situation is a lowball procedure. It’s a technique for
gaining compliance in which an offer is changed to make it less attractive to the target person after
this person has accepted it. Applying to this situation, Naruto, the target person has accepted the
job offer by Clash of Titan & Associates, a law firm, to work as a Legal Assistant with RM 3000 wages.
However, after he signed the contract, he notice that the amount of wage he got was included with
the parking fees, subscription and licensing fees that make the wages become less than it supposed
to.