Discussion Questions

    Chapter 11 - Compliance-Gaining

    1. What is the difference between compliance-gaining and persuasion? Define both.

    2. List and discuss at least two of the problems with compliance-gaining.

    3. How does a compliance seeker's goals affect his/her choice of strategies?

    4. What are the seven situational dimensions that influence the type of compliance-gaining strategy a persuader will choose?

    5. What are the five types of power discussed in the text. Which ones do you posses as a persuader?

    Cialdini Book Chapter 6

    1. What is the Halo Effect?

    2. How does similarity affect liking and compliance?

    Key Terms & concepts


Reward power Referent power Coercive power
Legitimate power Politeness theory Identity goals
Arousal goals Design logics Compliance resisting