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Ch. 11: Compliance Gaining

Design Logics

Design Logic

Expressive design logic : people who respond reflexively, impulsively

Conventional design logic: people who follow norms/social customs

Rhetorical design logic: people who rely on shared goals and reason giving

Consider Situational Factors

Time of Day

Location of Request

Context/History of Relationship (Design Logic)

Goals, Plans and Actions

What do you want? (primary/secondary goals)

How will you get it? (strategy used/evidence provided)

For ex: An employee wants a pay raise (gaining assistance)

Employee doesn't want to work more hours (personal resource)

Employee demonstrates higher productivity to others (evidence)

Dillard's Secondary Goals

Identity: goals consistent with character

Interaction: goals regarding face-work/impression management

Relational Resource: goals involving relational maintenance

Personal Resource: goals to improve one's assets/standing

Affect Management: goals about managing one's mood/emotions

Dillard's Primary Goals

Primary Goals

1) gaining assistance

2) giving advice

3) share activity

4) change perspective

5) change relationship

6) obtain permission

7) enforce rights/obligations

Facework

Politeness Theory: how people deal with face threats

Positive and Negative Face: person's public self-image

--positive face threats convey disapproval

--negative face threats constrain freedom/autonomy

Source and target face needs are interdependent (must adapt message to target and face threats decrease compliance)

M & S Taxonomy (16)

Examples:

liking, pregiving, debt, moral appeal, positive esteem, negative esteem

Marwell and Schmidt's Taxonomy

Five types of compliance gaining strategies

--rewarding activity

--punishing activity

--expertise

--activation of impersonal commitments

--activation of personal commitments

5 Types of Power

Reward Power: ability to confer benefits

Coercive Power: ability to inflict punishment

Expert Power: based on perceived knowledge

Legitimate Power: based on official rank

Reference Power: based on admiration/respect

Couple Types

Preview

Situational Factors

Marwell & Schmidts Taxonomy

Situational Factors

Five Types of Power

Dillard's Primary Goals

Traditionals: conventional relationship values, more interdependence and engage in conflict

Separates: ambivalent towards relationships, less interdependence and avoid conflict

Independents: nonconventional relational values, moderate interdependence and engage in some conflict

Dominance: power and status

Intimacy: nature of relationship

Resistance and Personal Benefits

Rights: invocation of rights/obligations

Relational Consequences: potential for harming a relationship

Apprehension: potential for conflict escalation

Compliance Gaining

Compliance gaining is intentional and focuses on behavioral conformity

--interpersonal and focused on strategy selection/effectiveness

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