The Use of Deception as a Compliance-Gaining Strategy

This study argues that the persuasive message behaviors of truthful and deceptive communicators may differ strategically. Participants (N = 283) responded to three interpersonally oriented persuasive situations and wrote out instances of compliance-gaining messages. Approximately half the respondents were required to use deception in their persuasive messages. A comparison of truthful and deceptive compliance-gaining messages revealed significant differences in the types of persuasive messages generated: Truthful persuaders composed messages involving positive and negative sanctions; deceptive persuaders composed messages based on rationale or explanation

Compliance (psychology · Deception · Internet privacy · Lying · Nonverbal communication · Persuasion · Persuasive communication · Political science · Sanctions · Communication · Communication in Education and Healthcare · Computer Science · Deception detection and forensic psychology · Psychology · Psychology of Social Influence · Social Psychology

• Classifying Compliance Gaining Messages

  Open Access•Kathy Kellermann, Tim Cole•Communication Theory•1994

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• Automatic responses, target resistance, and the adaptation of compliance-seeking requests

  Paul E King, Paul King•Communication Monographs•2001

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• A cross‐cultural study of directive sequences and some implications for compliance‐gaining research

  Kristine L Fitch•Communication Monographs•1994

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• Changing Conceptions of "Message Effects" A 24-Year Overview

  Open Access•Dale E Brashers, Sally Jackson•Human Communication Research•1999

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• M > 1

  Open Access•Sally Jackson, Dale E Brashers•Human Communication Research•1994

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• A Coefficient of Agreement for Nominal Scales

  Open Access•Jacob Cohen•Educational and Psychological…•1960

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• Telling It Like It Isn't

  Open Access•Mark L Knapp, MARK E COMADEN•Human Communication Research•1979

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• Compliance‐gaining message strategies

  Gerald R Miller, Gerald Miller et al.•Communication Monographs•1977

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• The impact of self interest and desire for liking on the selection of communicative strategies

  Ruth Anne Clark•Communication Monographs•1979

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• Attributions and communication in roommate conflicts

  Alan L Sillars, Alan Sillars•Communication Monographs•1980

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• A multidimensional scaling validation of an inductively‐derived set of compliance‐gaining strategies

  Richard L Wiseman, William J Schenck‐hamlin et al.•Communication Monographs•1981

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• Perceptions of compliance‐gaining situations

  Michael J Cody, Margaret L Mclaughlin et al.•Communication Monographs•1980

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• Cultural and situational influences on the process of persuasive strategy selection

  Open Access•Michael Burgoon, James Price Dillard et al.•International Journal of…•1982

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• A cross-cultural comparison of Japanese and American persuasive strategy selection

  Open Access•James W Neuliep, Vincent Hazleton•International Journal of…•1985

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• Fundamental Statistics for Psychology

  Richard A Zeller, Robert B McCall•Contemporary Sociology A Journal…•1973

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• Dimensions of Compliance-Gaining Behavior

  Gerald Marwell, David R Schmitt•Sociometry•1967

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• Multidimensional scaling of power strategies

  Toni Falbo•Journal of Personality and Social…•1977

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• Anatomy of a persuasion schema

  Brendan Gail Rule, Gay L Bisanz et al.•Journal of Personality and Social…•1985

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• Compliance-Gaining Message Selection Behavior

  Open Access•Franklin J Boster, James B Stiff•Human Communication Research•1984

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• Dimensions of Compliance-Gaining Situations

  Open Access•Michael J Cody, Mary Lou Woelfel et al.•Human Communication Research•1983

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• An Exploration of Deception as a Communication Construct

  Open Access•Mark L Knapp, Roderick P Hart et al.•Human Communication Research•1974

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