Public Address
personal relationship
deeply held and enduring judgments of significance or importance
values
people are concerned other people (notably person making the request) may view them in a negative light and that complying with the second request might prevent or decrease those negative perceptions
Self-Presentation
by Witte (1992, 1998)
Extended Parallel Process Model
Goals of relational influence
7 primary
are considered knowledgeable, trusted, and share a concern for the audience
speakers
course of action should or should not be taken; speaker must prove need, possibility for success, how solution solves the need
claims of policy
involves making small requests, so audience is likely to say “yes” to, then following up with larger ones
Foot in the Door
positively related to changes in attitude; needs to be intentional and positioned for action
anger
someone wants to influence another person who wishes to emulate or happens to admire him or her
exist outside of the presentation
relationship with Speaker
posits idea as good or bad, beneficial or detrimental, or another evaluative criterion; largely deal with attitudes; speaker must disclose criteria used to determine and judge the value of what’s supported
claims of value
people comply with second request because second one is smaller than first
Perpetual Contrast Effect
Robin Nabi (2002) argue anger and guilt most used, but others exist
Lost Emotions of Persuasion
factors which complicate compliance gaining; contextual elements which influence the tactics used when attempting to gain compliance
Contextual Influences
learned predispositions to evaluate something in a positive or negative way that guide thinking and behavior
attitudes
posits idea is true/false in present or true/false in the past
claim of fact
when person is given something, or offered favors by someone, that person is likely to comply with subsequent requests
Pre-giving
O’Keefe (2002) frames use as composed of two components
guilt
seek compliance through manipulation of internal feelings of obligations and appropriate behavior; may describe positive or negative self-feelings that could result
Activation of Impersonal Commitments
what people hold to be true or false, are formed through media, press, tv, etc.
beliefs
contends what will be true or false in the future
Claim of Conjecture
strategy is to make first request that is so large, likely to be rejected, follow up with second, smaller one
Door in the Face
process of fear as composed of perceived threat and efficacy
Witte (1992, 1998)
relational goals that impact how people go about seeking compliance
Secondary Goals of Compliance Giving