PERSUASIVE STRATEGIES USED BY PRESCHOOL-CHILDREN

The goal of this study was to explore the kinds of persuasion used by preschool children. In two role-playing tasks, 44 children (45–76 months) tried to convince “mother” or “playmate” to buy or share a toy. The experimenter refused to comply five times following a script of particular reasons for noncompliance. The Children's persuasive statements were coded into 23 categories forming five statement types: Norm Invocation, Positive Sanction, Negative Sanction, Request, and Assertion. Children role-played effectively and persistently, using persuasive statements falling into 22 of the 23 categories. Bargains and Guarantees were the most frequent strategies. As children became older, they increased their use of Positive Sanction (offers, bargain, politeness) and reduced dependence on Assertion (forceful assertion). Boys used Norm Invocation (appeals to rules, fair play, and reason) more than girls did, while girls used Requests (asking through statement or question) more than boys did. © 1991, Taylor & Francis Group, LLC. All rights reserved.