Seeking and Resisting Compliance: Why People Say What They Do When Trying to Influence Others

Steven R. Wilson

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Psychology of Social Influence Linguistics and Discourse Analysis Media Influence and Health

Abstract

Introduction What Is Persuasive Message Production Describing Influence Interactions The Traditional Approach to Message Analysis Alternative Approaches to Message Analysis Metaphors for Studying Persuasive Message Production The Second Generation: Persuasive Message Theories of Goal Pursuit Discourse Perspectives on Persuasive Message Production Cognitive Perspectives on Persuasive Message Production Studying Persuasive Message Production in Context Producing Persuasive Messages in Context: Two Case Studies Conclusion The Future of Theory and Research on Persuasive Message Production

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2018Scaffolding in Family Relationships: A Grounded Theory of Coming Out to Family 2007The Dynamic Nature of Goals and Message Production as Revealed in a Sequential Analysis of Conflict Interactions 2003Identity implications of influence goals: Initiating, intensifying, and ending romantic relationships 2005Students’ Primary Goals, Attributions, and Facework During Conversations About Disappointing Grades 2004The Interactive Effects of Role Change Goals Andrelational Exchangeson Employee Upward Influence Tactics 2008Comparing the Actual and Expected Persuasiveness of Evidence Types: How Good are Lay People at Selecting Persuasive Evidence?

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