1. Compliance-Gaining Strategies
Erika Kate
Lori Veronica

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. 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. Supporting Evidence Strategy
• Offer Good Reasons
• Teachers
• Grades
• Parental/Authority approval
• Lawyers
• Punish criminals
• Protest innocent
• Doctors
• Good health
• Avoid surgery

5. Exchange Strategy
• Offer Something For
– Armed Services
• GI Bill
• Pride
• Forgiveness
– Training
• Dog treats
– Employer
• Bonus
• Raise

6. Direct-Request Strategy
• Just Ask
– Will you ….
– Could you ...
– Can they …

7. Empathy-Based Strategy
Use Others Emotions

8. Face-Maintenance Strategy
– Notes for Studying
Hint
– Dress to Wear
– Dress
to
Wear

9. Other-Benefit Strategy
How is compliance advantageous for the other
person?
• HINT (Know your audiences preferences)

10. Distributive Strategy
Convince the other party to comply to avoid
feelings of guilt, fear, or shame

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. Which Strategy is Being
Implemented

14. 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

15. 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

16. 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

17. 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?