この文献の参照には次のURLをご利用ください : https://doi.org/10.15027/16256
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 51 号
2003-03-28 発行
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
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.
About This Article
著者キーワード
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
Other Article