A multidimensional scaling of three sets of compliance‐gaining strategies

This article employed cluster analysis and multidimensional scaling techniques to develop a working typology of relevant compliance‐gaining message strategies. Subjects constructed and sorted strategies they reported to use in three compliance‐gaining situations. The resultant typology included “direct‐rational,” “manipulation,” “exchange” and “threat” strategies. A category of “expertise claims” strategies emerged in the solutions for a negotiating situation. Some of the obtained categories supported strategies used in Clark (1979) and Fitzpatrick and Winke (1979), providing independent support for the existence of some aspects of their taxonomies. It was concluded that future research on identifying factors influencing strategy preference strive to incorporate more relevant forms of strategy choices.