Friendship, Power and the Language of Compliance-Gaining  

Oleh:

Miller, Michael D.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Language and Social Psychology (Full Text) vol. 1 no. 1 (1982), page 111.
Fulltext: Journal of Language and Social Psychology-1982-Miller-111-21.pdf (840.78KB)

Isi artikel

his and study Michael D. Miller Michigan examines the target, power of the compliance nature of the target, on the selection of selection. With relationship targets and State impact and University of degree identity of of the friendship persuasive message strategies. power of the who were target acquaintances employing persuasive messages strategies increased. With targets utilisation decreased as the the identity of the between actor primary beneficiary As predicted, interacted to influence of the actor, decreased as the who were friends of the beneficiary power of of the target compliance Communication researchers have shown influence the utilisation of actor, the the power of the strategy probability of the probability decreased. No effects were obtained. increasing compliance-gaining techniques. of of target strategy involving interest in factors which Much of the research in this area has concentrated on the relative likelihood of use of the sixteen strategies described in the Marwell & Schmitt (1967) typology compliancegaining techniques (cf. Miller, Boster, Barnicott, 1978; Lustig typology was & Roloff & King, 1980; Sillars, 1980). primarily developed compliance-gaining (1961), Skinner are behaviour. French & Raven (1953), represented Thibaut & in the (1960), of Seibold, 1977; Roloff & The Marwell & Schmitt from earlier theoretical treatments of Techniques suggested by Goffman Kelley (1959), typology. Schmitt are described in Table 1. Marwell & Schmitt attempted (1959), Kelman and Weinstein and The sixteen to derive strategies underlying the works of Etzioni (1961), Parsons (1963), Deutchberger (1963) identified dimensions of compliancegaining factors behaviour through factor analysing the sixteen emerged: rewarding activity, punishing activity, expertise, personal commitments, were correlated to factors was defined and activation of produce other was characterised Subsequent across using impersonal techniques. by Marwell & Five oblique activation of commitments. These factors two second-order factors. One of the second-order by techniques generally high by techniques in social low in social acceptability, acceptability. research has demonstrated that the use of these populations the sixteen and situations. Miller et al strategies in four situations: (1977) while the strategies varies examined the likelihood of noninterpersonal

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