Can you encourage pro-social behavior?
Door-in-the-face strategy
Door-in-the-face works by requesting a larger proposition that a person will more than likely reject, therefore slamming the door in the face of the requestor (Brock & Green, 2005). However, they will more than likely agree to a more reasonable offer afterwards. The hope of the requestor is that the person they are asking will agree to an average-sized commitment. The strategy is considered effective if the person agrees to the more reasonable request.
If I wanted to increase a person’s exercise habits, I could promise to get them in shape if they commit five hours per day, seven days a week. If a person does not exercise regularly, that’s a large commitment. After my request has been denied, I could follow-up with a more reasonable request of a one-hour per day, four days a week.
List technique
The list technique is a technique that works by providing a list of names of others who have already complied (Brock & Green, 2005). It works because it provides social validation on behalf of the requester. People are more willing to comply the longer the list is. If a person agrees to the request as a result, then the technique is considered as being effective. By having a person to sign a piece of paper making a commitment, they will more than likely stick to it.
Compliance professionals could go door to door in a neighborhood talking to people about their water usage by not watering their yards multiple times a week in order to conserve water. This could be accomplished by showing them a list of names of neighbors who have already agreed to reduce their water usage.
Four-walls technique
The four-wall technique works by creating compliance. The premise is to get “yes” answers from the person being questioned. For the sake of consistency with the previous three questions asked, the person must answer yes to the final question (Brock & Green, 2005). The technique is successful if a person is able to get all yes answers from the four questions. As an example:
First wall: “Do you feel that children should be able to eat, even if they’re poor?
Second wall: “Do you think that people going hungry, despite our economy, is a bad thing?
Third wall: “Do you believe that everyone should be entitled to a hot meal?”
Fourth wall: “You should volunteer with the local soup kitchen. May I tell you more?”
Legitimization of paltry-favors strategy
Legitimization of paltry-favors works by requesting a small amount of aid. People like to view themselves as charitable and helpful. To be consistent with that view, if someone makes a request for a small amount, they will typically give more than the amount requested so as not to be viewed as being miserly (Brock & Green, 2005). The purpose is to ask for a small amount in hopes of getting a larger donation. If this happens, then the technique is a success. For instance:
A campaign could be created where proceeds from recycling will go to a local charity benefiting children with cancer. Every little piece of trash recycled helps provide treatment for the children who are patients. This is a cause that people would back and no one wants to be viewed as the person who does not want to help.