Utilization of compliance‐gaining strategies: A research note

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Abstract
This study examined the use of compliance‐gaining strategies among a group of environmentalists. Respondents were asked how likely they would be to use each of 16 strategies in one of 12 different situations. Results indicated that prosocial strategies were used more often than anti‐social strategies across all situations. The level of moral development of the audience significantly influenced the use of altruism as a compliance‐gaining strategy. Overall, however, positive and negative expertise were selected for use more often than other strategies.