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CMN 152 > LECTUR 12: COMPLIANCE GAINING > Flashcards

LECTUR 12: COMPLIANCE GAINING Flashcards

1
Q

Compliance gaining research focuses on:

A
  • Primarily dyadic, face-to-face interactions
  • sender more than receiver
  • Very little theoretical development
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2
Q

Marwell & Schmitt Compliance Gaining Typology (16)

A
  • Promise
  • Threat
  • Positive Expertise
  • Negative Expertise
  • Liking
  • Pregiving
  • Aversive stimulation
  • Debt
  • Moral
  • Positive Self-Healing
  • Negative Self-Healing
  • Positive Altercasting
  • Negative Altercasting
  • Altruism
  • Positive Esteem
  • Negative Esteem
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3
Q

Marwell & Schmitt CGT: Promise

A

If you comply, then I will reward you

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4
Q

Marwell & Schmitt CGT: Threat

A

If you DON’T comply, then I will punish you.

  • Doesn’t have to be a power differential
  • Most negative
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5
Q

Marwell & Schmitt CGT: Positive Expertise

A

Because of the nature of things, if you comply, then you will be rewarded

  • EXPECT good things because that’s the way the world works
  • Most positive
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6
Q

Marwell & Schmitt CGT: Negative Expertise

A

Because of the nature of things, If you continue to engage in bad behavior, then you can expect to be “punished”
- EX. if you keep showing up late for work, you can expect to get fired/laid off

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7
Q

Marwell & Schmitt CGT: Liking

A

Acting friendly in order to get them to like you and increase likelihood of compliance
- EX. Kissing ass to get what you want

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8
Q

Marwell & Schmitt CGT: Pregiving

A

Rewarding prior to request

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9
Q

Marwell & Schmitt CGT: Aversive Stimulation

A

Continuously punish the person until they comply

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10
Q

Marwell & Schmitt CGT: Debt

A

You owe me one

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11
Q

Marwell & Schmitt CGT: Moral Appeal

A

Considered immoral if you don’t comply

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12
Q

Marwell & Schmitt CGT: Positive Self-Healing

A

You’ll feel better about yourself if you comply

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13
Q

Marwell & Schmitt CGT: Negative Self-Healing

A

You’ll feel terrible about yourself if you don’t comply

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14
Q

Marwell & Schmitt CGT: Positive Altercasting

A

A “good” person would comply

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15
Q

Marwell & Schmitt CGT: Negative Altercasting

A

A “bad” person would not comply

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16
Q

Marwell & Schmitt CGT: Altruism

A

I need your compliance very badly, can you do me a solid?

17
Q

Marwell & Schmitt CGT: Positive Esteem

A

People you value will think BETTER of you if you comply

18
Q

Marwell & Schmitt CGT: Negative Esteem

A

People you value will think WORSE of you if you DON’T comply

19
Q

Ethical Threshold Model

A

Positive, prosocial strategies
———Ethical Threshold——–
Negative, antisocial strategies

20
Q

Ethical Threshold is…

A

The point you will not cross unless you absolutely have to

- Shifts and moves depending on the situation and individuals

21
Q

Factors determining the placement of your ethical threshold (4)

A
  • Relational Intimacy
  • Perceived benefit (to self & to others)
  • Machiavellianism
  • Dogmatism
22
Q

Perceived benefit to self

A

you have a lot to gain by getting the other person to say yes
- Lowers threshold

23
Q

Perceived benefit to others

A

You have nothing to gain, but others do

- Lowers threshold

24
Q

Machiavellianism

A
  • Negativism
  • Pessimistic
  • Believes whole world hates them
  • Believes the world is out to get them
25
Q

Dogmatism

A
  • Views the world in black and white, right and wrong, good and bad
  • you need to be right
  • you need to know the truth
  • Lowers threshold
26
Q

Problems w/ Close-Ended Research

A
  • Limits respondent’s options

- Provides ideas

27
Q

Open-Ended Research

A
  • gives you an opportunity to answer
28
Q

Goals-Plan-Action Theory

A

Goals influencing strategy selection

29
Q

GPAT Primary Goals

A

Influence behavior

30
Q

GPAT Secondary Goals (4)

A
  1. Identity
  2. Interaction
  3. Resource
  4. Arousal
31
Q

Compliance Resistance is often characterized by

A

Tension between simultaneously wanting to comply and desiring to resist

32
Q

Hamlin’s Compliance Resistance Strategiess (5)

A
  1. Nonnegotiating
  2. Identity Management
  3. Justifying
  4. Negotiating
  5. Emotional Appeals
33
Q

Nonnegotiating

A
  • Just say no campaign
  • Shallow responses
  • Can’t answer why
34
Q

Identity Management

A

Makes it difficult for you to do what the other wants you to do

35
Q

Justifying

A

“I can’t because…”

- Giving reason for why you can’t

36
Q

Negotiating

A

Saying no to the first offer but offering up another option

37
Q

Emotional Appeals

A

Those types of messages based on relationship and how each feels about each other

CMN 152 (5 decks)

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