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.

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