The Use of Deception as a Compliance-Gaining Strategy
Bibliographic Data
| ID | 2269614 |
|---|---|
| Authors | James W Neuliep (St. Norbert College), Marifran Mattson (Marquette University) |
| Year | 1990 |
| Volume | 16 |
| Issue | 3 |
| Pages | 409-421 |
| Publication date | 1990-03-01 |
| 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.1468-2958.1990.tb00217.x |
| OpenAlex | W1968177199 |
| Language | EN |
| Citations received | 5 |
| References cited | 22 |
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
A Coefficient of Agreement for Nominal Scales
Telling It Like It Isn't
Compliance‐gaining message strategies
The impact of self interest and desire for liking on the selection of communicative strategies
Attributions and communication in roommate conflicts
A multidimensional scaling validation of an inductively‐derived set of compliance‐gaining strategies
Perceptions of compliance‐gaining situations
Cultural and situational influences on the process of persuasive strategy selection
A cross-cultural comparison of Japanese and American persuasive strategy selection
Fundamental Statistics for Psychology
Dimensions of Compliance-Gaining Behavior
Multidimensional scaling of power strategies
Anatomy of a persuasion schema
Compliance-Gaining Message Selection Behavior
Dimensions of Compliance-Gaining Situations
An Exploration of Deception as a Communication Construct
| Unique citing works | 5 |
|---|---|
| Citations per year | 0,16 |
| Citation span | 1994 - 2001 (8) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 5 |