Compliance‐gaining strategies and communicator role: An analysis of strategy choices and persuasive efficacy

Abstract

This study investigated not only those compliance‐gaining strategies senders are likely to use but also those strategies to which receivers are likely to respond. Results indicated that persuasive efficacy is maximized when explanation, direct request, and ingratiation are employed, while more punishing strategies such as threat and guilt are mutually perceived as ineffective. The interaction effect of size of request with communicator role proved to be minimal.