ch 10 Flashcards
(6 cards)
1
Q
examines the various strategies people use to get others to comply with their requests.
A
Roots of compliance gaining
2
Q
5 basic types of compliance gaining strategies
A
reward activity
punishing activity
Expertise
activation of impersonal/personal commitments
3
Q
5 types of power
A
reward, coercive, expert, legitimate, referent
4
Q
Strategies for resisting compliance
A
-saying no
-non-negotation
-Identity management
-justifying “doing that violates company policy and i can get fired”
5
Q
People think differently about communication, which results in different compliance gaining messages
A
-design logics
6
Q
-people who respond reflectively
-people who follow norms
-people who rely on shared goals and reason
A
Expressive
conventional
Rhetorical
