Perceptions of compliance‐gaining situations: A dimensional analysis

Michael J. Cody · Margaret L. McLaughlin

117 citations0/0 files storedCommunication Monographs

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Psychology of Social Influence Social and Intergroup Psychology Media Influence and Health

Abstract

A multidimensional scaling investigation indicated that two situational dimensions (Intimacy and Resistance/Unfriendly) were replicated across samples of persuasive situations randomly drawn from a population of situations. Four other dimensions (Personal Benefits, Consequences, Dominance and Rights) were identified. Cluster analysis confirmed the interpretation of the dimensional solutions. A six‐factor structure of situation perception was proposed and verified in a factor analytic study.

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References

1968Personality and Assessment 1976Explorations in interpersonal communication 1967Dimensions of Compliance-Gaining Behavior: An Empirical Analysis 1975Between people: A new analysis of interpersonal communication 2016Communication Yearbook 40 1976Women and Power: Toward a Theory of Effectiveness 1977Multidimensional scaling of power strategies.1977Compliance‐gaining message strategies: A typology and some findings concerning effects of situational differences

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1990The Use and Consequences of Verbal Influence Strategies During Interpersonal Disagreements 1994Paths II: The Garden Variety

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