The present analysis examines the influence that the individual difference variables sensitivity to the expression of others and ability to modify one's self‐presentation exert on responses to refused requests when specific types of obstacles are stated in a refusal. Results suggest that requesters who are more sensitive to the expression of others and have greater ability to adapt self‐presentation are more likely to engage in further persuasion and less likely to engage in facework when unwillingness obstacles are encountered than when imposition or inability obstacles occur.
Overcoming expressed obstacles to compliance: The role of sensitivity to the expressions of others and ability to modify self‐presentation
Reprints and Corporate Permissions
Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?
To request a reprint or corporate permissions for this article, please click on the relevant link below:
Academic Permissions
Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?
Obtain permissions instantly via Rightslink by clicking on the button below:
If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.
Related research
People also read lists articles that other readers of this article have read.
Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.
Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.