From tribes in Africa to school fraternities in the USA, when a brand new member is being inducted into a bunch, initiation rituals generally involve pain and degradation, sometimes even resulting in death. Attempts to curb the barbarous practices consistently encounter with dogged opposition. Why?
Quite simply, the groups understand that if people go by way of a lot of trouble to achieve something, they often value it more once they attain it. The effort creates more devotion to the group.
But groups like school fraternities also have resisted attempts to transform their initiations into some kind of (slightly disgusting) community service, like changing bed pans at hospitals. This is simply because they want members to make the choice that is internal to participate in the degradation and not make excuses like, “This was for the benefit of the community,” which would allow them to use an external justification for his or her behavior. Studies have shown that such internal picks are somewhat more likely to make lasting internal change when compared with choices made on account of outside pressure.
Compliance professionals attempt to generate such internal change in us, using the lowball trick, as an example: A car dealer might make such an astoundingly cheap offer on a vehicle that we promptly decide to buy it. The vendor knows full-well that, during the test drive, we’ll subsequently alone assemble several other justifications to buy the automobile besides the purchase price like, “good mpg” and “handling that is fine.”
At the very last minute, the first amazing offer is retracted due to a “bank mistake, a more costly option” is given. Typically, we end up buying the car due to internal change.
Making a choice to fight for something generates internal change.