The impact of relational consequences and intimacy on the selection of interpersonal persuasion tactics: A reanalysis

Abstract

This study investigated the effects of situational variables on the likelihood of use of four types of compliance‐gaining strategies: justification, exchange, manipulation and personal rejection. Subjects rated the strategies on the probability that they would actually use them to gain compliance in each of four situations that varied systematically in intimacy and relational consequences. Both situational variables were found to he significant predictors of strategy preference. Message strategy selection was concluded to be based upon an assessment of the relative risk associated with the implementation of a given strategy and on the basis of the relative importance of three communicative goals: (1) whether strategy implementation would lead to successful compliance; (2) whether strategy implementation would result in relational harm; and, (3) whether strategy implementation would result in poor management of the agent's image. Recommendations for future research were noted.