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Levine & Wheeless' 53 Compliance Tactics Cheat Sheet by

tactics     compliance     levine     wheeless

Introd­uction Compliance Tactics

Compliance refers to a response — specif­ically, a submission — made in reaction to a request. The request may be explicit (i.e., foot-i­n-t­he-door technique) or implicit (i.e., advert­ising). The target may or may not recognize that they is being urged to act in a particular way.

Levine & Wheeless (1990) created their list of 53 compliance tactics by reviewing the work of nine previously published taxono­mies.

Tactics 1-20

1. Allurement
2. Alterc­asting (-)
3. Alterc­asting (+)
4. Altruism
5. Audience use
5. Aversive stimul­ation
6. Coercion
7. Commun­icator image (+)
8. Cooper­ation
10. Debt
11. Direct request
12. Disclaimer
13. Duty
14. Emotional appeal
15. Empathic unders­tanding
16. Esteem (-)
17. Esteem (+)
18. Expertise
19. Expertise (-)
20. Expertise (+)
 

Tactics 21-42

21. Extended expertise
22. Explan­ation
23. Feedback
24. Flattery
25. Guilt
26. Inaction
27. Ingrat­iation
28. Justif­ication for action
29. Liking
30. Manipu­lation
31. Modeling
32. Moral appeal(-)
33. Moral appeal(+)
34. Negoti­ation
35. Non-ne­got­iation
36. Normative rules
37. Personal respon­sib­ility
38. Personal rejection
39. Pre-giving
40. Pressure for action
41. Promise
42. Punishment from others
43. Reason
44. Receiver image(-)
45. Receiver image(+)
46. Relati­ons­hip(-)
47. Relati­ons­hip(+)
48. Self-f­eel­ing(-)
49. Self-f­eel­ing(+)
50. Simple statement
51. Suggestion for negative altern­atives
52. Threat
53. Warning

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