Chapter Summary

Research examining compliance gaining generally focuses on persuasion aimed at getting others to do something or to act in a particular way. The chapter discusses a variety of tactics identified by previous research and examines variables that influence how persuaders go about selecting tactics to use. The chapter argues that persuaders’ goals give meaning to situations, including situations that involve compliance gaining. It also discusses how compliance-gaining research has been plagued by several problems. Rather than examining compliance gaining in artificial laboratory settings using hypothetical situations or paper-pencil measures, investigators should look for compliance gaining as it occurs in more naturalistic contexts.

Quiz

1. 

Imagine you want to persuade a coworker to help organize the office holiday party. Which of the following is an example of the promoting self-esteem" compliance-gaining tactic?"

You’ll feel proud of yourself for helping make the party a success

I stayed late yesterday, so you owe it to me to help out

If you don’t help, everyone will think you’re not a team player

Help with the party or I’ll tell the boss you’re not contributing

None

2. 

Imagine a manager wants to persuade an employee to stay late and finish a report. Which of the following is an example of the administering punishment" compliance-gaining tactic?"

you’re on unpaid leave until you finish the report

You’ll feel good knowing the report is done before tomorrow

I’ll fire you if you don’t finish the report.

Everyone else is staying late, so don’t let the team down

None

3. 

Imagine a teacher wants students to participate in a campus cleanup event. Which of the following is an example of the using positive admiration" compliance-gaining tactic?"

If you don’t volunteer, I’ll deduct extra credit points

The attendant you all love will be so proud if you volunteer for the cleanup

You owe it to the school to give back after all it’s done for you

The cleanup will make you feel less guilty about littering

None

4. 

Imagine you want a sibling to lend you their video game. Which of the following is an example of the using negative altercasting" tactic?"

If you don’t lend it, I’ll tell Mom you were fighting again

I’ll trade you my snack if you lend me the game

Only a jerk would refuse to lend a sibling their game

You’ve lent games before, so it’s no big deal

None

5. 

A high school principal sets school rules, can assign detention, approves student privileges, and knows the school system well. Students follow the principal's directives. Which of the following is NOT a type of power the principal has?

Referent power

Legitimate power

Reward power

Expert power

Coercive power

None

6. 

Carlos receives a free coffee from a café barista. Feeling obliged, he decides to buy a muffin. This illustrates:

The principle of liking

The principle of social proof

The dyadic power social influence model

The principle of reciprocity

None

7. 

Mark decides to try a popular new restaurant because all his friends have recommended it. This illustrates:

The principle of commitment/consistency

The principle of social proof

The principle of unity

The principle of reciprocity

None

8. 

A student fills out a class survey about studying habits. The survey asks if the student ever skips homework. The student skips homework often but answers no" to seem more responsible. This is an example of:"

Social desirability bias

Inductively derived typologies

Design logics

Research participant fatigue

None

9. 

Threat tactics are most likely to be used in non-interpersonal contexts with short-term consequences

True

False

None

10. 

We tend to take the medical advice of our doctors seriously because of their legitimate power

True

False

None

11. 

Dogmatism is not a trait covered by the dark triad

True

False

None

12. 

People often listen carefully to a professional chef's cooking tips because of their _ power.

13. 

Costas wants to be so much like his big brother Dimitri that it's easy for Costas to persuade Dimitri to do things. This is an example of _power.

14. 

To overcome methodological problems, some researchers have abandoned selection in favor of _ procedures.

Time’s up

Essay Questions

1. What is persuasion? What is compliance? How are they similar and how do they differ? On what aspect of persuasion does each focus?
2. Does a person’s choice of a compliance-gaining strategy depend on the situation? If so, what dimensions of situations affect strategy choice? Provide an example of as many dimensions as you can.
3. The study of compliance gaining has been plagued by several problems. List and discuss at least two. How have these problems limited what we know about compliance gaining? What might be done to alleviate these problems?