Much of the compliance process (wherein one person is spurred to comply with another person’s request) can be understood in terms of a human tendency for automatic, shortcut responding. Most of us have developed a set of trigger features for compliance—that is, specific pieces of information that normally tell us when compliance with a request is likely to be correct and beneficial. Each of these trigger features for compliance can be used like a lever (of influence) to move people to agree with requests.
