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ID 16256
file
title alternative
Influence of situational dimensions on the selection of compliance-gaining strategies
creator
Tang, Yung Lung
subject
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
NDC
Psychology
abstract
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.
journal title
Bulletin of the Graduate School of Education, Hiroshima University. Part 3, Education and human science
issue
Issue 51
start page
219
end page
228
date of issued
2003-03-28
publisher
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
SelfDOI
language
jpn
nii type
Departmental Bulletin Paper
HU type
Departmental Bulletin Papers
DCMI type
text
format
application/pdf
text version
publisher
department
Graduate School of Education
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