Topic > Case Study on Destructive Obedience - 1111

In our highly interconnected society, social influence plays a prominent role in many self-organized phenomena such as herding in cultural markets, the diffusion of ideas and innovations, and the amplification of fears during epidemics” (Moussaïd, Kämmer, Analytis, Neth, 2013). In many social and biological systems, individuals rely on the observation of others to adapt their behaviors, revise their judgments or make decisions (Moussaïd, Kämmer, Analytis, Neth, 2013). Using a principle founded by Robert Cialdini called commitment or consistency, we are victims of such conformity on a daily basis. The tactic of soliciting customers is defined by Cialdini as the foot-in-the-door technique. Basically, this involves getting target people to agree to a small initial request, then making a larger one that was wanted all along (Baron & Branscombe, 2012). When using this technique, the success of the initiative depends on the ability of the requester to initially “open the door”, which will allow a greater possibility for the customer to say “yes” to other even larger requests. Another technique used within Cialdini's commitment or consistency principle is the low-ball procedure. Baron & Branscombe defines this technique as “a technique for achieving compliance in which an offer or agreement is modified