Title
Compliance Gaining Research: A Canonical Review
Document Type
Contribution to Book
Journal/Book Title/Conference
Rhetorik und Stilistik: Ein Internationales Handbuch Historischer und Systematischer Forschung (Rhetoric and Stylistics: An International Handbook of Historical and Systematic Research
Volume
1
Publisher
Walter de Gruyter
Publication Date
2008
First Page
812
Last Page
825
Abstract
This article reviews extant theory and empirical research on compliance gaining messages. First, the process of selecting and producing such messages is examined. A number of factors (e. g., communicator characteristics and goals) that influence this process are discussed. Second, various principles, strategies, and variables related to effective compliance gaining are reviewed, including verbal and nonverbal approaches, sequential persuasion tactics, and motivational appeals. Finally, avenues for future work are discussed.
Recommended Citation
Seiter, J. S., & Gass, R. H. (2008). Compliance Gaining Research: A Canonical Review. In U. Fix, A. Gardt, & J. Knape (Eds.), Rhetorik und Stilistik: Ein Internationales Handbuch Historischer und Systematischer Forschung, Vol. 1 (Rhetoric and Stylistics: An International Handbook of Historical and Systematic Research) (pp. 812-825). Berlin and New York: Walter de Gruyter.
