A model of properties of compliance‐gaining strategies

Abstract

This paper intends to induce a set of properties that unify and distinguish compliancegaining strategies and to determine whether coders can reliably classify messages on the basis of the proposed properties. The first goal was accomplished by deriving codified strategies from open‐ended responses of subjects to persuasive situations. Properties that reflected differences in the strategies were induced. The second goal had three coders content‐analyze the original responses in terms of the derived properties. Measures of unitizing and coder reliability and content validity were assessed. In addition, information concerning representational validity was presented. The approach taken in this paper provides us with an assessment of the state of affairs found in a compliance‐gaining strategy.