Lecture 9 Defending the self compliance seeking

Question 1

Seeking compliance

Answer 1

we want to change people’s perception about ourselves

Question 2

Compliance-gaining

Answer 2

Compliance-gaining is defined as any action designed to induce a target individual to perform some desired behavior that the target otherwise not performed

ex: convincing someone to adopt a certain eating habit and change their health behavior

Question 3

To achieve compliance

Answer 3

The agent must communicate/perform:

1) concern: communicating that a topic matters
2) control: exerting authority
3) scrutiny: following through on the behavior

Question 4

Message Strategies

Answer 4

1) Reward power
2) Coercive power
3) Referent power
4) Expert power
5) Legitimate power

Question 5

Message Strategies - reward power

Answer 5

when one person trying to influence another person provides rewards, benefits, or praise for changing a behavior.
-tactics such as liking and promise represent compliance messages that tap into a sense of rewarding activity

Question 6

Message Strategies - Coercive power

Answer 6

• when a person uses punishments to change another person’s behavior
• coercive power is represented by threat and aversive

Question 7

Message Strategies - Referent power

Answer 7

• Referent power refers to the ability of a leader to influence a follower because of the follower’s loyalty, respect, admiration, or a desire to gain approval
• celebrities, mass leaders and widely-respected people are examples of referent power in effect

Question 8

Message Strategies - Expert power

Answer 8

• Expert power is an individual’s power deriving from the skills or expertise of the person
  e. g., doctor, lawyers

Question 9

Message Strategies - Legitimate power

Answer 9

It is the power of an individual because of the relative position and duties of the holder of the position
-a police office, seccurity guard, or parents can make certain legitimate requests of others.