ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00027.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

Meta‐analysis of the foot‐in‐the‐door (FITD) and door‐in‐the‐face (DITF) literatures showed both effects to be small (r = .17, .15 respectively), even under optimal conditions. Both require aprosocial topic in order to work. The amount of time between the first and second requests plays a different role in the operation of each of the two strategies. DITF was effective only when the delay between requests was brief. Effectiveness of FITD was unrelated to delay, but did depend on whether or not an incentive was provided with the first request. The positive relationship between effort and FITD predicted by self‐perception theory was not found. Self‐perception theory and reciprocal concessions theory, the theoretical perspectives usually applied to FITD and DITF respectively are examined in light of the findings and it is concluded that both are flawed seriously. Directions for future resea

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00028.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

The contingency rules theory assumes that: (1) compliance‐gaining and compliance‐resisting activities are governed antecedently by Jive varieties of self‐evaluative and adaptive contingency rules; (2) the actual contexts where social influence agents interact determine the configuration of rules governing their persuasive actions; and (3) an actual context is a function of volitional behavior within fixed potential contextual boundaries. Two studies are reported that assessed the power of self‐evaluative and adaptive rules to explain subjects' compliance behaviors as a function of actual and potential contexts. In the first study, the impact that the three volitional variables, intimacy, personal benefits, and rights has on the mix of contingency rules governing responses to compliance‐gaining messages was assessed. The second study measured the combined effects of the fixed potential variable, sex role of message recipients, and two volitional dimensions, power and rights, on the rule structure governing compliance behaviors. The results of both studies supported the contingency rules theory, demonstrating that the configuration of rules governing subjects’ responses to persuasive requests varies sharply as a function of the interplay among the contextual dimensions of psychological sex‐type, intimacy, personal benefits, power, and rights to resist persuasive messages. The advantages and limitations of the contingency rules theory's account of compliance‐gaining behavior

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00029.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

This study assesses the utility of a compliance‐gaining approach for coding messages produced in a set of “request” situations experimentally varied by status and familiarity of the requestee and by size of the request. The results indicate that altruism, and, to a lesser extent, certain positive sanction and argument strategies, are used predominately in these situations. Strategy usage also varies significantly as a function of speaker (subject) and type of situation. However, closer examination of the discourse indicates that important strategic variations, especially ones related to speech act felicity conditions and the satisfaction of “face wants” distinct from the goal of compliance, are not captured very well within the compliance‐gainin

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00030.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

Past compliance‐gaining message selection experiments were reviewed, and three strong predictors of persons' compliance‐gaining message choices emerged: (1) benefit to other, (2) negativism, and (3) dogmatism. Two major procedural limitations of these studies were identified: (1) a lack of realism, and (2) a lack of attention to change in the use of compliance‐gaining messages. Thus an experiment without these limitations was designed. Subjects (Ss)senl messages to a confederate trying to persuade the confederate to change point allocations on an anagram task. These messages were sent under conditions of either high or low benefit to the confederate (other) and high or low benefit to the subject (self). Individual differences also were assessed. Results indicated that persons are concerned with equity, but that they are more concerned with others being treated fairly than they are with self being treated fairly. While dogmatism did not prove to be a strong predictor of compliance‐gaining messages directed toward other, other predictors gleaned from past research correlated as predicted. The benefit self treatment proved to be a stronger predictor of compliance gaining message selection than it has in past

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00031.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

Although communication scholars usually have assumed that social interaction is intrinsic to the process of producing good group decisions, some writers have argued that social interaction actually may harm the quality of group decisions. Consequently, several noninteractive group decision‐making procedures have been proposed; among these are the staticized group procedure and the nominal group procedure. While some research suggests the effectiveness of these non‐interactive procedures, no research has compared directly the effect of staticized, nominal, and interacting decision procedures on the quality of group decisions reached with respect to complex, multistage tasks. The present study provides such a comparison. Reasoning that the open exchange of information, opinions, and criticism is necessary for optimal decision‐making on complex tasks, it was hypothesized that groups employing an interacting procedure would produce better decisions than groups employing either staticized or nominal decision procedures. It was hypothesized further that subjects in the interacting condition would produce belter individual decisions than those in either the staticized or nominal conditions. Both of these hypotheses were confirmed. In addition, there was some evidence of an “assembly‐effect bonus” among groups in the interactin

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00032.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

A model of relational competence is elaborated and operationalized in which person A's motivation, knowledge, and skills in conversing with B in a given episode are expected to predict both participants' satisfaction with self, other, and the communication. Naturally occurring dyadic conversations were interrupted and questionnaires were distributed referencing the preceding dialogues (n = 180 dyads). The o verall model explained significant proportions of variance in participants' satisfaction with self (R2= 16), other (R2= .26), and the communication (R2= .27).Results were similar when predicting others' satisfaction with self (R2= .25), other (R2= .29) and the communication (R2= .60). Despite these results, the knowledge component fared poorly, relative to the other predictors. Reasons for this finding, along with other theoretical and methodological implications, are examined.

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00033.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

Two experiments examined nonverbal behavior patterns and relational communication perceptions associated with communication reticence. In the first, pairs of friends (N = 90) and pairs of strangers (N = 90) engaged in 9‐minute discussions. Ratings by partners and trained observers showed that as level of communication reticence increased, subjects nodded less, showed less facial pleasantness and animation, displayed more anxiety and tension, leaned away more, and communicated greater disinterest. Strangers rated reticents'relational messages as expressing less intimacy/similarity, more detachment, more submissive‐ness, and more emotional negativity, and rated reticents as less credible. Friends gave reticents mixed but frequently more positive ratings. In the second experiment, 55 subjects interacted with a male or female confederate interviewer who alternately asked innocuous or highly personal questions. The same patterns of nonverbal behavior emerged as in Study One, with increases in stress (due to privacy‐invading questioning) eliciting more pronounced responses. Results are discussed in terms of the cross‐situational consistency of reticence syndromes in eliciting dysfunctional communication p

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00034.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00035.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY