The use of influence tactics in persuasion.
A study was conducted to examine the use of influence tactics in persuasion. Subjects were 154 American undergraduates who were presented with vignettes in which a downward influence situation was described, together with conditions of the kinds of jobs of the agent and target of the influence situ...
| Published in: | Journal of Social Psychology Vol. 134; pp. 429 - 439 |
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| Main Authors: | , , |
| Format: | Article |
| Published: |
Taylor & Francis Ltd
August 1994
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| Subjects: | |
| Online Access: | View this record in EBSCOhost |
| fields | @attributes: recordID: 1 pdfLink: plink: https://search.ebscohost.com/login.aspx?direct=true&db=ssf&AN=508525937&site=ehost-live header: @attributes: shortDbName: ssf uiTerm: 508525937 longDbName: Social Sciences Full Text (H.W. Wilson) uiTag: AN controlInfo: bkinfo: jinfo: jid: 00224545 JSY jtl: Journal of Social Psychology issn: 00224545 maglogo: N pubinfo: dt: August 1994 vid: 134 pid: 58221 pub: Taylor & Francis Ltd artinfo: ui: 508525937 10.1080/00224545.1994.9712193 ppf: 429 ppct: 10 formats: fmt: – @attributes: type: T – @attributes: type: P size: 461KB tig: atl: The use of influence tactics in persuasion. aug: au: Aguinis, Herman Nesler, Mitchell S. Hosoda, Megumi su: Influence Persuasion (Psychology) sug: subj: Influence Persuasion (Psychology) ab: A study was conducted to examine the use of influence tactics in persuasion. Subjects were 154 American undergraduates who were presented with vignettes in which a downward influence situation was described, together with conditions of the kinds of jobs of the agent and target of the influence situation, the role identities of the actors, and the objective of the actor trying to influence the target. Confirmatory factor analysis was employed to test the prediction that the preference order for influence tactics would be invariant across situations. The findings indicated that the likelihood and relative degree to which the influence tactics were predicted to be used were comparable across situations, giving support to the schema-based notion of a “persuade package.” pubtype: Academic Journal doctype: Article src: R language: English refInfo: copyright: @attributes: flag: N holdings: @attributes: islocal: N |
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