Efforts to gain the compliance of others are ubiquitous. Compliance-gaining communication is a form of persuasion that, in turn, is a form of influence. Influence may therefore be understood as an umbrella term that encompasses both intentional and unintentional communication to alter another’s beliefs, attitudes, intentions, or behavior. Compliance gaining and compliance resisting are typically viewed as a subset of persuasion that involves intentional efforts to change another’s behavior.
As its name suggests, compliance gaining emphasizes a specific outcome: compliance. Its emphasis
is not on attitude change, but rather on behavioral conformity. Research on compliance gaining examines various verbal and nonverbal strategies to increase the likelihood of securing another’s adherence. Promise of reward and threat of punishment are two of many such strategies. The trajectory of research in this area has emphasized the interpersonal arena, or one-on-one compliance gaining, although other contexts have been studied as well.
Littlejohn, Stephen W and Karen A.Floss. (2009). Encyclopedia of Communication Theory.USA:SAGE.654
Penanggungjawab naskah :
Edwina Ayu Kustiawan
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