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Kellerman and Cole's 64 Compliance-gaining Strategies
Techniques > General persuasion > Kellerman and Cole's 64 Compliance-gaining Strategies Description | Example | Discussion | See also
Over the years there have been a number of attempts to list the various different methods of persuading people, an early influence being Marwell and Schmitt's, compliance-gaining strategies and perhaps most influentially Cialdini's six principles. These lists have tended to use two or three overall approaches. The first is to attempt a full list, including subtle differences between methods. Kathy Kellerman and Tim Cole's list is just such an attempt. The second approach, typified by Cialdini, is to reduce to as short a list as possible. In between, a balance may be sought, allowing more items but trying not to create an over-long list. Kellerman and Cole identified over 820 persuasive strategies in the academic literature and reduced these to a still-long list of 64 strategies. Here's a discussion of each:
Also, here they are, collected by persuasion type:
More to come... See alsoMarwell and Schmitt's Compliance-gaining Strategies, Cialdini's Six Principles of Influence
Kellermann, K. and Cole, T. (1994). Classifying compliance gaining messages: Taxonomic disorder and strategic confusion. Communication Theory, 1, 3-60
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Site Menu |
| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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