Commitment can escalate compliance from "summary" of Influence, New and Expanded by Robert B Cialdini
One factor that significantly influences human behavior is commitment. Once an individual commits to a certain belief or action, they are more likely to comply with requests that are consistent with that commitment. This principle of commitment and consistency plays a crucial role in social influence. When someone makes a public commitment, whether it is through a written statement, a verbal agreement, or an active participation in a particular activity, they are more likely to follow through with their commitment. This is because people strive to maintain a consistent self-image and do not want to appear inconsistent in the eyes of others. Commitment can lead to a psychological state of cognitive dissonance if individuals fail to act in accordance with their commitments. This discomfort motivates them to align their actions with their commitments, thereby increasing the likelihood of compliance with future requests that are in line with their initial commitment. Moreover, the act of making a commitment often leads to a self-perception of being a certain type of person. For example, if someone commits to being environmentally conscious, they are more likely to engage in behaviors that align with that identity. This self-perception reinforces the commitment and increases the likelihood of compliance with related requests. Influence practitioners can leverage the principle of commitment by starting with small, easy-to-fulfill commitments before making larger requests. This gradual escalation of commitments can lead to a pattern of compliance that builds over time. By getting individuals to take initial small steps, they are more likely to continue on the path of compliance with larger requests in the future.- The concept of commitment and consistency demonstrates how human behavior can be influenced by the desire to maintain a consistent self-image and identity. By understanding and utilizing this principle effectively, one can significantly increase the likelihood of compliance and influence others' behavior in a positive direction.
