Situational Influences on the Selection of Strategies to Resist Compliance-Gaining Attempts
Bibliographic Data
| ID | 2269354 |
|---|---|
| Authors | Margaret L Mclaughlin, Margaret Mclaughlin (0000-0003-4039-5054, Texas Tech University), Michael J Cody (0009-0002-5218-4772, Michigan State University), Carl S Robey (Texas Tech University) |
| Year | 1980 |
| Volume | 7 |
| Issue | 1 |
| Pages | 14-36 |
| Publication date | 1980-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Human Communication Research (JOURNAL) |
| Journal identifiers | ISSN: 0360-3989 • E-ISSN: 1468-2958 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1111/j.1468-2958.1980.tb00548.x |
| OpenAlex | W1963717249 |
| Language | EN |
| Citations received | 48 |
| References cited | 10 |
This study investigated the effects of situational variables on the likelihood of use of four types of strategies to resist compliance-gaining attempts: identity managing, negotiation, justifying, and non-negotiation. Subjects rated strategies on the probability that they would actually use them to resist complying in each of eight situations, which varied systematically in the level of agent-target intimacy, the consequences to the target-agent relationship of noncompliance, and the rights of the target to resist. Significant second-order interactions of the situational factors were obtained for the likelihood of use of each of the four types of strategies. Resistance message selection was concluded to be based upon an assessment of the relative risk associated with the implementation of a given strategy in conjunction with a particular combination of situational constraints
Business · Compliance (psychology · Identity (music · Negotiation · Order (exchange · Resist · Resistance (ecology · Selection (genetic algorithm · Situational ethics · Sociology · Applied Psychology · Computer Science · Conflict Management and Negotiation · Psychology · Psychology of Social Influence · Social and Intergroup Psychology · Social Psychology · Artificial Intelligence
Communication Aspects of Dyadic Social Influence in Organizations
Goal Seeker and Persuasion Sentry
Personality moderators of the relationship between abusive supervision and subordinates' resistance.
“But That’s Not My Job”
Compliance-gaining messages between married Shona couples
A Comparison of Response Styles in Singapore and Taiwan
Supervisors' Influence Tactics for Handling Managers' Resistance
The Episodic Nature of Social Confrontation
Situation Perception and Message Strategy Selection
Compliance-Gaining and Power in Persuasion
Perceived Control
Communicative Strategies in Organizational Conflicts
Resistance to Interpersonal Requests
Locus of Control as a Mediator
Communication Boundary Management
Classifying Compliance Gaining Messages
Evaluating Brown and Levinson's politeness theory
A typology of disengagement strategies and an examination of the role intimacy, reactions to inequity and relational problems play in strategy selection
Automatic responses, target resistance, and the adaptation of compliance-seeking requests
A model of compliance‐gaining message selection
A cross‐cultural study of directive sequences and some implications for compliance‐gaining research
A multidimensional scaling validation of an inductively‐derived set of compliance‐gaining strategies
Non)depressed persons’ cognitive and affective reactions to (un)successful interpersonal influence
Cultural influences on the preferred forms of requesting and re‐requesting
When communication fails
Are we marketing the right message
Atoning vs. evading when caught transgressing
Situation Perception
On Various Ways of Skinning Symbolic Cats
Interpersonal Communication
The ways to avoid abusive supervision
A contrastive pragmatic study on American english and mandarin refusal strategies
Voice and Context in Simulated Everyday Legal Discourse
Goal Types, Compliance-Gaining and Locus of Control
Refusals and Rejections Designing Messages to Serve Multiple Goals
The Use and Consequences of Verbal Influence Strategies During Interpersonal Disagreements
Overcoming Obstacles to Interpersonal Compliance A Principle of Message Construction
Item Desirability Effects in Compliance-Gaining Research Seven Studies Documenting Artifacts in the Strategy Selection Procedure
Acquiring Resources from Intimates When Obligation Substitutes for Persuasion
The Development of Listener-Adapted Compliance-Resisting Strategies
A Transactional Analysis of Compliance-Gaining Behavior
Contingency Rules Theory, Context, and Compliance Behaviors
An Investigation of Compliance-Gaining as Politeness
An Analysis of Verbal Communication Patterns in High and Low Marital Adjustment Groups
The Management of Failure Events
Generalizing About Messages
Dimensions of Compliance-Gaining Situations
Analyzing Negotiation Tactics
Compliance‐gaining message strategies
The impact of self interest and desire for liking on the selection of communicative strategies
Perspectives on Social Power
Dimensions of Compliance-Gaining Behavior
Multidimensional scaling of power strategies
Topoiand rhetorical competence
Interpersonal Dynamics
On Taking Ourselves Seriously
| Unique citing works | 48 |
|---|---|
| Citations per year | 1,07 |
| Citation span | 1981 - 2024 (44) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 46 |