A Transactional Analysis of Compliance-Gaining Behavior
Effects of Noncompliance, Relational Contexts, and Actors' Gender
Bibliographic Data
| ID | 2269495 |
|---|---|
| Authors | Mark A Turck (Cornell University, corresponding author) |
| Year | 1985 |
| Volume | 12 |
| Issue | 1 |
| Pages | 54-78 |
| Publication date | 1985-09-01 |
| 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.1468-2958.1985.tb00066.x |
| OpenAlex | W1925614944 |
| Language | EN |
| Citations received | 19 |
| References cited | 25 |
This study investigated how persuasive agents modify their compliance-gaining message strategy selection when they are confronted with noncompliant male and female persuasive targets in a variety of relational contexts. Based on instrumental learning theory, it was hypothesized that persuasive agents in noninterpersonal contexts would respond to noncompliant persuasive targets by increasing their preference for punishment-oriented message strategies and decreasing their preference for reward-oriented message strategies, whereas persuasive agents in interpersonal contexts would increase their preference for reward and punishment-oriented message strategies. Results confirmed the hypothesis. Moreover, males were expected to respond to noncompliant persuasive targets with more punishment-oriented strategies than females, and females were expected to use more rewarding strategies to secure compliance from noncompliant persuasive targets. However, results indicated that females responded to noncompliant persuasive targets with more punishment and reward-oriented strategies than males. Results also showed that the effects of persuasive agents' gender on message selection is mediated by the gender of persuasive targets and the duration of the relational consequences
Compliance (psychology · Developmental psychology · Interpersonal communication · Preference · Punishment (psychology · Selection (genetic algorithm · Transactional analysis · Transactional leadership · Behavioral Health and Interventions · Decision-Making and Behavioral Economics · Psychology · Psychology of Social Influence · Social Psychology
Communication Aspects of Dyadic Social Influence in Organizations
Conversational dynamics of joint attention and shared emotion predict outcomes in interpersonal influence situations
Uncovering Factors Influencing Interpersonal Health Communication
Resistance to Interpersonal Requests
Dynamic goal processes
The actual practice of compliance seeking
Classifying Compliance Gaining Messages
Gender Differences in Persuasive Message Practices
Effects of request legitimacy on the compliance‐gaining tactics of male and female managers
An attributional analysis of compliance‐gaining interactions
Automatic responses, target resistance, and the adaptation of compliance-seeking requests
A cross‐cultural study of directive sequences and some implications for compliance‐gaining research
Strategies of conversational retreat
Cultural influences on the preferred forms of requesting and re‐requesting
When communication fails
Are we marketing the right message
Health-Related Social Influence
Responding to Rejected Requests
Spectrum Analysis of Cortical Activity During Verbal Planning
Science and Human Behavior
Compliance‐gaining message strategies
A multidimensional scaling validation of an inductively‐derived set of compliance‐gaining strategies
Perceptions of compliance‐gaining situations
Women as authority figures
Dimensions of Compliance-Gaining Behavior
Imagination and expectation
Vested interest as a moderator of attitude-behavior consistency
Gender, self confidence, and social influence strategies
Vested interest as a moderator of attitude–behavior consistency
Attitudes "cause" behaviors
Availability
Physical aggression in relation to different frustrations
Adolescent Perceptions of Parental Persuasive Message Strategies
Compliance-Gaining Message Selection Behavior
Friendly or Unfriendly Persuasion
Situational Influences on the Selection of Strategies to Resist Compliance-Gaining Attempts
The Stranger and the Spouse as Target Persons for Compliance-Gaining Strategies
| Unique citing works | 19 |
|---|---|
| Citations per year | 0,49 |
| Citation span | 1987 - 2023 (37) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 18 |