Cross‐situational consistency and use/nonuse tendencies in compliance‐gaining tactic selection

• Timothy R. Levine ^[2] ; Lawrence R. Wheeless ^[1]
  1. [1] West Virginia University

     West Virginia University

     Estados Unidos

     
  2. [2] Indiana University
• Localización: Southern communication journal, ISSN 1041-794X, Vol. 56, nº 1, 1990, págs. 1-11
• Idioma: inglés
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• Resumen

  • This investigation examined participants’ responses to an apparently comprehensive list of compliance‐gaining tactics across two situations. Individuals’ consistency in strategic selections across two situations and their use and nonuse patterns were assessed by use of a questionnaire using an experimental, recall method. Cross‐situational variation was produced by manipulating the intimacy level of the compliance‐target assigned in each of two situations. The results demonstrated that situational variation is associated with significant, nontrivial cross‐situational differences in tactic selections, and that individuals tend to consistently use more positive than negative tactics.