Compliance gaining strategies for 103109

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Compliance gaining strategies for 103109

  1. 1. Compliance-Gaining Strategies Erika Kate Lori Veronica
  2. 2. Power: How much the control over valued resources can influence another FORMS OF POWER • Coercive Power • Expert Power – Bully – Doctor • Reward Power • Referent Power – Boss – Celebrity • Legit Power – Police
  3. 3. Compliance-Gaining Strategies • Seven Strategies 1.Supporting-evidence Strategy 2.Exchange Strategy 3.Direct-request Strategy 4.Empathy-based Strategy 5.Face-maintenance Strategy 6.Other-benefit Strategy 7.Distributive Strategy
  4. 4. Supporting Evidence Strategy • Offer Good Reasons • Teachers • Grades • Parental/Authority approval • Lawyers • Punish criminals • Protest innocent • Doctors • Good health • Avoid surgery
  5. 5. Exchange Strategy • Offer Something For – Armed Services • GI Bill • Pride • Forgiveness – Training • Dog treats – Employer • Bonus • Raise
  6. 6. Direct-Request Strategy • Just Ask – Will you …. – Could you ... – Can they …
  7. 7. Empathy-Based Strategy Use Others Emotions
  8. 8. Face-Maintenance Strategy – Notes for Studying Hint – Dress to Wear – Dress to Wear
  9. 9. Other-Benefit Strategy How is compliance advantageous for the other person? • HINT (Know your audiences preferences)
  10. 10. Distributive Strategy Convince the other party to comply to avoid feelings of guilt, fear, or shame
  11. 11. 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
  12. 12. Which Strategy is Being Implemented
  13. 13. 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
  14. 14. 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 If still unsuccessful weigh • Don’t make the mistake whether what you of being more aggressive want is more important or intimidating than your relationship with the person
  15. 15. 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
  16. 16. Compliance Strategies in Context CONSIDER (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?

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