The Use of Influence Tactics in Persuasion

American undergraduates (N = 154) were presented with vignettes in which a downward influence situation was described, together with conditions of (a) the types of jobs of the agent and target of the influence situation, (b) the role identities of the actors, and (c) the goal of the actor attempting...

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Bibliographic Details
Published in:The Journal of social psychology 1994-08, Vol.134 (4), p.429-438
Main Authors: Aguinis, Herman, Nesler, Mitchell S., Hosoda, Megumi, Tedeschi, James T.
Format: Article
Language:English
Subjects:
Assertiveness
Biological and medical sciences
Chi-square test
College Students
Correlation
Fundamental and applied biological sciences. Psychology
Indexing in process
Interpersonal communication
Leadership Styles
Manufacturing
Maximum Likelihood Statistics
Persuasion
Preferences
Psychology. Psychoanalysis. Psychiatry
Psychology. Psychophysiology
Public relations
Questionnaires
Researchers
Social Influences
Social interactions. Communication. Group processes
Social psychology
Social research
Tactics
Undergraduate Students
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Summary:American undergraduates (N = 154) were presented with vignettes in which a downward influence situation was described, together with conditions of (a) the types of jobs of the agent and target of the influence situation, (b) the role identities of the actors, and (c) the goal of the actor attempting to influence the target. Confirmatory factor analysis was used to test the hypothesis that the preference order for influence tactics would be invariant across situations (cf. Rule, Bisanz, & Kohn, 1985). The likelihood and relative degree to which the influence tactics were predicted to be used were similar across situations, providing support for the schema-based notion of a "persuade package."
ISSN:0022-4545
1940-1183
DOI:10.1080/00224545.1994.9712193