Definition
Tamara D. Golish defines and summarizes the works and myriad elements concerning compliance gaining, stating, “Wheeless, Barraclough, and Stewart (1983) define compliance-gaining as “the communicative behavior in which an agent elicits from a target some agent-selected behavior” (p. 111). Compliance-gaining is different from the more traditional approach to persuasion because it emphasizes active rather than reactive communicators and how people influence others, including the multiple strategies people use to gain compliance (Lee, Levine, & Cambra, 1997). According to McQuillen et al. (1984), compliance-gaining “focuses on message selection rather than message impact” (p. 748). The central concern with this approach is the type of message sent and the individual and situational differences that influence those messages” (Golish 1999).
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