Cultic Studies Journal, Vol. 6, No. 1, 1989, Page 14
Figure 1. The influence continuum
Influence Mode Influence Method Techniques (Exs.)
-Reflection
-Clarification
Educative -Discussion
-Information
Choice-Respecting -Directed questions
(emphasis on message)
-Commenting on prob-
lem or alternatives
Advisory -Suggestions
-Recommendations
-Rational argument
Persuasive message-oriented
-Therapeutic
Hypnosis
-Rational argument:
compliance oriented
-Compliance hypnosis
Persuasive -Compliance tactics,
e.g., reciprocation,
social proof, (see
Cialdini, 1985)
Compliance-Gaining
(emphasis on response) -Selective reward &
Punishment
-Isoloation
-Denigration of self
&critical thinking
-Induction of
Controlling dissociative states
to suppress doubt
-Pressured public
Confessions
-Active production
of dependency
-Debilitation
-Physical restraint
&punishment
Figure 1. The influence continuum
Influence Mode Influence Method Techniques (Exs.)
-Reflection
-Clarification
Educative -Discussion
-Information
Choice-Respecting -Directed questions
(emphasis on message)
-Commenting on prob-
lem or alternatives
Advisory -Suggestions
-Recommendations
-Rational argument
Persuasive message-oriented
-Therapeutic
Hypnosis
-Rational argument:
compliance oriented
-Compliance hypnosis
Persuasive -Compliance tactics,
e.g., reciprocation,
social proof, (see
Cialdini, 1985)
Compliance-Gaining
(emphasis on response) -Selective reward &
Punishment
-Isoloation
-Denigration of self
&critical thinking
-Induction of
Controlling dissociative states
to suppress doubt
-Pressured public
Confessions
-Active production
of dependency
-Debilitation
-Physical restraint
&punishment
