Compliance-Gaining Strategies

Erika KateLori Veronica

Power: How much the control over valued resources can influence another

FORMS OF POWER

• Coercive Power– Bully

• Reward Power– Boss

• Legit Power– Police

• Expert Power– Doctor

• Referent Power– Celebrity

Compliance-Gaining Strategies

• Seven Strategies1.Supporting-evidence Strategy2.Exchange Strategy3.Direct-request Strategy4.Empathy-based Strategy5.Face-maintenance Strategy6.Other-benefit Strategy7.Distributive Strategy

Supporting Evidence Strategy

• Offer Good Reasons• Teachers• Grades• Parental/Authority approval

• Lawyers• Punish criminals• Protest innocent

• Doctors• Good health• Avoid surgery

Exchange Strategy

• Offer Something For– Armed Services• GI Bill• Pride• Forgiveness

– Training• Dog treats

– Employer• Bonus• Raise

Direct-Request Strategy

• Just Ask– Will you ….– Could you ...– Can they …

Empathy-Based Strategy

Use Others Emotions

Face-Maintenance Strategy

– Notes for Studying

Hint

– Dress to Wear

– Dress to Wear

Other-Benefit StrategyHow is compliance advantageous for the other person?

• HINT (Know your audiences preferences)

Distributive Strategy

Convince the other party to comply to avoid feelings of guilt, fear, or shame

Slide for Video Examples

• This slide will contain the videos for the “assignment” for the class to complete– The examples we choose for each strategy that

the class will have to figure out which strategy is being used

Which Strategy is Being Implemented

Choosing a Compliance-Gaining Strategies

• Tailor to collaborator– Think about who you want to influence

• Will person respond better to direct or indirect method?

• Will they appreciate reasonable argument, or comply based on emotions or on your credibility?

• Can you offer a reward?• Protect Relationship– Don’t manipulate– Perceived as polite

• Comfortable– What fits you

Overcoming Resistance to Compliance-Gaining Strategies

• Not all attempts will be successful

• If continue to use previous strategy you only add to the person’s resistance– Ask why they are

reluctant, listen closely– Adjust strategy

• Don’t make the mistake of being more aggressive or intimidating

If still unsuccessful weigh whether what you want is more important than your relationship with the person

References• Studies

– Safe Sex and Compliance-Gaining Strategy Usage among College Students

– Battered Women’s Compliance-Gaining Strategies as a Function of Argumentativeness and Verbal Aggression

– The Effect of Compliance-Gaining Strategy Choice and Communicator Style on Sales Success

– Integrating Nonnatives as Teachers: Patterns and Perceptions of Complaince-Gaining Strategies

– Primary Care Physicians’ Selection of Verbal Compliance-Gaining Strategies

– A Study of Women’s Compliance-Gaining Behaviors in Violent and Non-Violent Relationships

Compliance Strategies in ContextContextCONSIDER (Rate 10 for most effective and 1 for least effective)

• Were reasons used more than claims throughout the strategy?

• What was the strategist’s level of credibility?• What was the strategist’s level of competence?• What was the strategist’s level of trustworthiness?• What was the strategist’s level of likeability?

• Did the strategy appropriately appeal to emotions?

• Was the degree of formality appropriate to the context?• Was the strategy sensitive to other person’s cultural composition?• Was the strategist’s behavior passive, assertive, or aggressive?