Exploring the Efficacy of Compliments as a Tactic for Securing Compliance

Grant, Naomi K.; Fabrigar, Leandre R.; Lim, Heidi

doi:10.1080/01973533.2010.497456

Cited by 17 publications

(26 citation statements)

References 14 publications

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“…These are physical attraction, similarity, praise (compliment), familiarity and cooperation (Cialdini, 2006). Following studies confirm his claim (Efrain, 1974;Marlowe, 1996;Judge, 2004;Stulp, 2013;Emswiller, 1971;Woodside, 1974;Seiter, 2007;Burger, 2004;Grant, 2010;Bornstein, 1987;Sherif, Harvey, White, Hood and Sherif, 1961). The following studies show that people obey orders when they are under pressure of an authority figure.…”

Section: Sonuçmentioning

confidence: 69%

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Interpreting Persuasion in Politics Through the Works of Robert B. Cialdini

Bozkanat

Göksu

2020

Öneri Dergisi

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Almost everyone has an opinion about politics. Since politics directly affects people's daily lives, individuals express their views on these issues, take action and come together to form pressure groups in various ways. Voting behavior is closely related to mass psychology. When individuals make their own decisions, it is possible to see that they sometimes refer to the decisions of the majority. Thus, acting according to the decisions of the majority gives the person the feeling that the person is not alone. A significant number of voters, especially unstable voters, measure their own decisions as well as the decisions of their social surrounding, follow the mass media and make a decision accordingly. The first use of the concept of persuasion dates back to the ancient Greek period yet persuasion as a field of study is still popular today. The research is based on 6 persuasion techniques described in Robert Cialdini's book "The Psychology of Persuasion" which has been translated into various languages in the world and reaches hundreds of thousands of readers. Justice and Development Party, Republican People's Party and Nationalist Movement Party constitute the sample of this study, which takes the phenomenon of persuasion from a political perspective. The aim of this study is to reveal how the persuasion techniques determined by Robert Cialdini take place in politics in the recent years. Literature review demonstrates that concept of reciprocity, consistency, liking, consensus, authority and scarcity are reflected in various ways on Turkish voters. 6 persuasion techniques defined by Cialdini are used for the first time in the context of Turkey's political practices; this makes the study substantial and unique.

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Section: Sonuçmentioning

confidence: 69%

“…Her iki çalışma da övgünün ikna oranını artırdığını oraya koymuştur. Ricada bulunan kişinin övgüde bulunması ondan hoşlanma eğilimi artırmaktadır (Grant, 2010). Hoşlanma da beraberinde ricaya uyumu getirmektedir.…”

Section: Beğeniunclassified

Interpreting Persuasion in Politics Through the Works of Robert B. Cialdini

Bozkanat

Göksu

2020

Öneri Dergisi

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“…ordering the product suggestion), this study complemented a verbal prompts intervention with a technique aimed to increase compliance: verbal praise. Verbal praise has been shown to increase compliance across various contexts, ranging from direct requests [ 26 ] and purchase of merchandise [ 27 ] to tipping behaviour [ 28 ]. The compliance-enhancing effects of verbal praise are thought to be based on both interpersonal processes, such as liking of, or reciprocity towards the praise-giver [ 29 ], and intrapersonal processes, such as self-enhancement [ 30 ] and an increased motivation to perform the praised behaviour [ 31 ].…”

Section: Introductionmentioning

confidence: 99%

Using a verbal prompt to increase protein consumption in a hospital setting: a field study

Zanden

Essen

Kleef

et al. 2015

Int J Behav Nutr Phys Act

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BackgroundSufficient protein intake among hospitalized patients may contribute to faster recovery and a decrease in healthcare costs. Nevertheless, hospitalized patients are often found to consume too little protein. This field study explored the success of a small, inexpensive intervention adapted from the marketing literature, to encourage protein consumption among hospitalized patients.MethodsThe study was performed at a hospital where patients order food by calling to the meal service. The intervention consisted of a verbal prompt: “Would you like some [target product] with that?”, which was presented to patients by trained telephone operators, after patients finished ordering their lunch. Target products were two foods rich in protein; fruit quark and yoghurt drink. For half of the patients, the verbal prompt was preceded by verbal praise on their lunch order, which was aimed to increase compliance with the verbal prompt.ResultsThree hundred and fifteen hospitalized patients, aged 18–87 years took part in the study. Verbal prompts significantly increased ordering of the target products nearly sevenfold (from ordering by 6.5 % of patients to 45.2 % of patients). Protein content of ordered lunch and all food orders of the day combined showed a trend, with orders of patients receiving only a verbal prompt or a verbal prompt and verbal praise containing a larger amount of protein than lunch orders of patients in the control condition. At an individual level, protein content of ordered food increased significantly, reaching the 25–30 g of protein per main meal recommended by dieticians of the hospital. Verbal praise did not increase compliance with the verbal prompt. Patients consumed most or all of the target product and verbal prompts were not perceived to be obtrusive.ConclusionsAlthough changing eating patterns is challenging, this study shows that simple interventions such as verbal prompts may be useful tools for health professionals to stimulate healthy food consumption among patients during hospitalization.

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“…flattery in influencing impression formation and compliance in interpersonal (one-toone) communication contexts is well known (Gordon, 1996;Grant, Fabrigar, & Lim, 2010;Seiter, 2007;Seiter & Dutson, 2007). However, scant empirical evidence is available regarding the influence exerted by such a positive appeal in a one-to-many context, such as that of political communication.…”

mentioning

confidence: 99%

Captatio Benevolentiae: Potential Risks and Benefits of Flattering the Audience in a Public Political Speech

Cavazza

Guidetti

2018

Journal of Language and Social Psychology

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Given that flattery is a form of impression management and a persuasive tool in interpersonal communication, two experiments investigated the effect of a (fictitious) political candidate praising the audience during a meeting. The flattery was addressed to the social category to which participants belong (direct flattery condition) or to another social category (observed flattery condition). The flattering message (vs control condition) employed in the context of a public speech induced a more positive candidate evaluation on both the members of the flattered audience and the observers. The effect was not mediated by degree of message scrutiny, nor by suspicion of source ulterior motives and it was not moderated by the level of identification with the audience. This suggests that the compliment to the audience leads the members of the flattered category to reciprocate liking and the observers to transfer the source's attitude recursively (TAR effect). Theoretical and practical implications are discussed.

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Exploring the Efficacy of Compliments as a Tactic for Securing Compliance

Cited by 17 publications

References 14 publications

Interpreting Persuasion in Politics Through the Works of Robert B. Cialdini

Interpreting Persuasion in Politics Through the Works of Robert B. Cialdini

Using a verbal prompt to increase protein consumption in a hospital setting: a field study

Captatio Benevolentiae: Potential Risks and Benefits of Flattering the Audience in a Public Political Speech

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