LECTUR 12: COMPLIANCE GAINING Flashcards
Compliance gaining research focuses on:
- Primarily dyadic, face-to-face interactions
- sender more than receiver
- Very little theoretical development
Marwell & Schmitt Compliance Gaining Typology (16)
- 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
Marwell & Schmitt CGT: Promise
If you comply, then I will reward you
Marwell & Schmitt CGT: Threat
If you DON’T comply, then I will punish you.
- Doesn’t have to be a power differential
- Most negative
Marwell & Schmitt CGT: Positive Expertise
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
Marwell & Schmitt CGT: Negative Expertise
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
Marwell & Schmitt CGT: Liking
Acting friendly in order to get them to like you and increase likelihood of compliance
- EX. Kissing ass to get what you want
Marwell & Schmitt CGT: Pregiving
Rewarding prior to request
Marwell & Schmitt CGT: Aversive Stimulation
Continuously punish the person until they comply
Marwell & Schmitt CGT: Debt
You owe me one
Marwell & Schmitt CGT: Moral Appeal
Considered immoral if you don’t comply
Marwell & Schmitt CGT: Positive Self-Healing
You’ll feel better about yourself if you comply
Marwell & Schmitt CGT: Negative Self-Healing
You’ll feel terrible about yourself if you don’t comply
Marwell & Schmitt CGT: Positive Altercasting
A “good” person would comply
Marwell & Schmitt CGT: Negative Altercasting
A “bad” person would not comply
Marwell & Schmitt CGT: Altruism
I need your compliance very badly, can you do me a solid?
Marwell & Schmitt CGT: Positive Esteem
People you value will think BETTER of you if you comply
Marwell & Schmitt CGT: Negative Esteem
People you value will think WORSE of you if you DON’T comply
Ethical Threshold Model
Positive, prosocial strategies
———Ethical Threshold——–
Negative, antisocial strategies
Ethical Threshold is…
The point you will not cross unless you absolutely have to
- Shifts and moves depending on the situation and individuals
Factors determining the placement of your ethical threshold (4)
- Relational Intimacy
- Perceived benefit (to self & to others)
- Machiavellianism
- Dogmatism
Perceived benefit to self
you have a lot to gain by getting the other person to say yes
- Lowers threshold
Perceived benefit to others
You have nothing to gain, but others do
- Lowers threshold
Machiavellianism
- Negativism
- Pessimistic
- Believes whole world hates them
- Believes the world is out to get them
