承諾獲得方略の使用に及ぼす場面次元の影響

Influence of situational dimensions on the selection of compliance-gaining strategies

湯 永隆

広島大学大学院教育学研究科紀要. 第三部, 教育人間科学関連領域

Bulletin of the Graduate School of Education, Hiroshima University. Part 3, Education and human science

The purpose of this research was to examine the influence of situational dimensions, the persuasive agent's gender, and strategy types on the selection of compliance-gaining strategies. In one of 12 situations, 252 college students evaluated the likelihood of selection of 34 compliance-gaining tactics. A factor analysis showed that 29 of 34 tactics were divided into six categories: individual evaluation, sanction, personal skill, politeness, utilization of others, and tough strategies. ANOVAs of the situations (2) × genders (2) × strategy types (6) regarding the likelihood of selection of strategies were carried out in six situational dimensions. There were interactions between strategies and each of the following: dominance, rights, and personal benefits dimensions. Moreover, there were interactions between the persuasive agent's gender and strategy types in each dimension of intimacy, dominance, and relational consequence. As a result, this research proved that the situations, the persuasive agent's gender, and strategy types sometimes influenced the use of compliance-gaining strategies.

承諾獲得方略

承諾獲得方策

場面次元

要請者の性

方策構造

compliance-gaining strategies

compliance-gaining tactics

situational dimensions

persuasive agent's gender

tactical structures

心理学 [ 140 ]

日本語

広島大学大学院教育学研究科

国立情報学研究所

[ISSN] 1346-5562

[NCID] AA11625039