Compliance‐gaining strategies, communication satisfaction, and willingness to comply

Abstract

Research on compliance-gaining strategies has focused more on communication sources than on receivers' willingness to comply with messages. In this study, targets' satisfaction with and willingness to comply with 12 strategy types, under conditions varying in level of intimacy, were investigated. Results indicate that strategies employing negative sanctions were least likely to produce willingness to comply and were also the least preferred by receivers. Moreover, these strategies also produced the least receiver satisfaction. A significant relationship was found between communication satisfaction and receivers' willingness to comply. Perceptions of relational distance between source and receiver did not effect satisfaction with or willingness to comply with messages. Implications for future research are suggested.

Influence strategy efficacy in supplier–distributor relationships

“…A high request imposition may be resisted because it would require the target to redirect investments from current priorities. Indirect support comes from management and communications studies that find the imposition of the request has a negative association with (1) willingness to comply (Grant et al, 1994), (2) possibility of compliance (Imai, 1991), and (3) compliance intentions (Yukl et al, 1996). Therefore, Hypothesis 3.…”

Mindfulness, mindlessness and communication instruction

“…In fact, this area has become so popular that it has dwarfed the more obvious questions of strategy effectiveness (Grant, King, & Behnke, 1994). A focus has been placed on the impact of personality variables and situational characteristics on selection of particular message strategies.…”

Instructors' and Students' Perspectives of Student Nagging: Frequency, Appropriateness, and Effectiveness

“…Unlike compliance gaining, nagging is an act that cannot be accomplished in one attempt (Cody & McLaughlin, 1980;Soule, 2001). When compliance gaining becomes persistent, the strategies used evolve to become more hostile and negative (Boster & Levine, 1988;Grant, King, & Behnke, 1994;King, 2001). Nagging, however, ceases to be labeled as such when behaviors move toward aggression, both verbal and physical.…”