Role relationships, goal structure, and characteristics of interpersonal influence messages
Titel:
Role relationships, goal structure, and characteristics of interpersonal influence messages
Auteur:
Schrader, David C.
Verschenen in:
Communication reports
Paginering:
Jaargang 10 (1997) nr. 2 pagina's 197-210
Jaar:
1997
Inhoud:
Role relationships are a definitive feature of the types of influence goals that people pursue. In this study 670 undergraduates rated the importance of six dimensions of goal structure (Dillard, Segrin, & Harden, 1989) within goal types representing five role relationships (Cody, Canary, & Smith, 1994), then indicated what they would say to gain compliance. Trained Judges rated the messages on three dimensions: directness, positivity, and logic. While the results provided limited support for the hypotheses advanced in the paper, the significant correlations between goal structure and message characteristics within role relationships make a meaningful contribution to the interpersonal influence literature.
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