Advanced search
Publication Cover
Communication Quarterly Volume 29, 1981 - Issue 2
Submit an article Journal homepage
95
Views
55
CrossRef citations to date
0
Altmetric
Original Articles

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

Michael J. Cody Visiting assistant professor at the State University of New York, Albany
,
Margaret L. McLaughlin Visiting associate professor at the State University of New York, Albany
&
Michael J. Schneider Assistant professor at Northern Illinois University,
Pages 91-106 | Published online: 21 May 2009

Citations (55)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (27)

Kristen Eis Cvancara, Lucas Youngvorst, Virginia Otto & Christopher Brown. (2016) Testing Role Models’ Differential Effect on Use of Aggressive Compliance Gaining Strategies. Communication Quarterly 64:1, pages 36-54.
Read now
Michael Robert Dennis. (2006) Compliance and Intimacy: Young Adults' Attempts to Motivate Health-Promoting Behaviors by Romantic Partners. Health Communication 19:3, pages 259-267.
Read now
Nancy Grant Harrington. (1997) Strategies used by college students to persuade peers to drink. Southern Communication Journal 62:3, pages 229-242.
Read now
TimothyR. Levine & LawrenceR. Wheeless. (1997) Situational intimacy as a predictor of compliance‐gaining tactic selection. Communication Research Reports 14:2, pages 132-144.
Read now
DanetteE. Ifert & Leeza Bearden. (1997) The use of rational, emotional, and combination appeals to respond to rejected requests. Communication Research Reports 14:1, pages 65-73.
Read now
Kathy Kellermann & B. Christine Shea. (1996) Threats, suggestions, hints, and promises: Gaining compliance efficiently and politely. Communication Quarterly 44:2, pages 145-165.
Read now
RobertA. Bell, MatthewF. Abrahams, CatherineL. Clark & Christina Schlatter. (1996) The door‐in‐the‐face compliance strategy: An individual differences analysis of two models in an AIDS fundraising context. Communication Quarterly 44:1, pages 107-124.
Read now
KristineL. Fitch. (1994) A cross‐cultural study of directive sequences and some implications for compliance‐gaining research. Communication Monographs 61:3, pages 185-209.
Read now
DavidR. Seibold & RichardW. Thomas. (1994) Rethinking the role of interpersonal influence processes in alcohol intervention situations. Journal of Applied Communication Research 22:2, pages 177-197.
Read now
Renee Storm Klingle. (1993) Bringing Time Into Physician Compliance-Gaining Research: Toward a Reinforcement Expectancy Theory of Strategy Effectiveness. Health Communication 5:4, pages 283-308.
Read now
Mary John O'Hair, MichaelJ. Cody & Dan O'Hair. (1991) The impact of situational dimensions on compliance‐resisting strategies: A comparison of methods. Communication Quarterly 39:3, pages 226-240.
Read now
TimothyR. Levine & LawrenceR. Wheeless. (1990) Cross‐situational consistency and use/nonuse tendencies in compliance‐gaining tactic selection. Southern Communication Journal 56:1, pages 1-11.
Read now
MargaretJ. Haefner & Jamie Comstock. (1990) Compliance gaining on prime time family programs. Southern Communication Journal 55:4, pages 402-420.
Read now
Tae‐Seop Lim. (1990) The influences of receivers' resistance on persuaders' verbal aggressiveness. Communication Quarterly 38:2, pages 170-188.
Read now
JulieA. Burke. (1989) A comparison of methods for eliciting persuasive strategies: Strategy selection versus message construction. Communication Reports 2:2, pages 72-82.
Read now
Timothy Edgar & Mary Anne Fitzpatrick. (1988) Compliance‐gaining in relational interaction: When your life depends on it. Southern Speech Communication Journal 53:4, pages 385-405.
Read now
M. Lee Williams & NancyK. Untermeyer. (1988) Compliance‐gaining strategies and communicator role: An analysis of strategy choices and persuasive efficacy. Communication Research Reports 5:1, pages 10-18.
Read now
James Price Dillard. (1988) Compliance‐gaining message‐selection: What is our dependent variable?. Communication Monographs 55:2, pages 162-183.
Read now
Dan O'Hair & MichaelJ. Cody. (1987) Machiavellian beliefs and social influence. Western Journal of Speech Communication 51:3, pages 279-303.
Read now
JudeeK. Burgoon, Michael Pfau, Roxanne Parrott, Thomas Birk, Ray Coker & Michael Burgoon. (1987) Relational communication, satisfaction, compliance‐gaining strategies, and compliance in communication between physicians and patients. Communication Monographs 54:3, pages 307-324.
Read now
MarkA. Deturck. (1987) When communication fails: Physical aggression as a compliance‐gaining strategy. Communication Monographs 54:1, pages 106-112.
Read now
B. Christine Shea & JudyC. Pearson. (1986) The effects of relationship type, partner intent, and gender on the selection of relationship maintenance strategies. Communication Monographs 53:4, pages 352-364.
Read now
Hal Witteman & Mary Anne Fitzpatrick. (1986) Compliance‐gaining in marital interaction: Power bases, processes, and outcomes. Communication Monographs 53:2, pages 130-143.
Read now
JamesP. Dillard & Michael Burgoon. (1985) Situational influences on the selection of compliance‐gaining messages: Two tests of the predictive utility of the Cody‐McLaughlin typology. Communication Monographs 52:4, pages 289-304.
Read now
Joe Ayres. (1984) Four approaches to interpersonal communication: Review, observation, prognosis. Western Journal of Speech Communication 48:4, pages 408-440.
Read now
MichaelL. Hecht. (1984) Persuasive efficacy: A study of the relationships among type and degree of change, message strategies, and satisfying communication. Western Journal of Speech Communication 48:4, pages 373-389.
Read now
MichaelJ. Cody. (1982) A typology of disengagement strategies and an examination of the role intimacy, reactions to inequity and relational problems play in strategy selection. Communication Monographs 49:3, pages 148-170.
Read now

Articles from other publishers (28)

Franziska Babel, Philipp Hock, Johannes Kraus & Martin Baumann. (2022) It Will Not Take Long! Longitudinal Effects of Robot Conflict Resolution Strategies on Compliance, Acceptance and Trust. It Will Not Take Long! Longitudinal Effects of Robot Conflict Resolution Strategies on Compliance, Acceptance and Trust.
Jessica B. PomerantzShuki J. CohenKendra DoychakChitra Raghavan. (2021) Linguistic Indicators of Coercive Control: Evidenced in Sex Trafficking Narratives. Violence and Gender 8:4, pages 175-186.
Crossref
Alice J. Lee, Malia F. Mason & Claire S. Malcomb. (2021) Beyond cheap talk accounts: A theory of politeness in negotiations. Research in Organizational Behavior 41, pages 100154.
Crossref
Meni Koslowsky, Joseph Schwarzwald & Shira Keshet. (2008) Moderators of Social Power Use for In‐Group/Out‐Group Targets: An Experimental Paradigm 1 . Journal of Applied Social Psychology 38:12, pages 3036-3052.
Crossref
Atsushi Fukada & Noriko Asato. (2004) Universal politeness theory: application to the use of Japanese honorifics. Journal of Pragmatics 36:11, pages 1991-2002.
Crossref
Kathy Kellermann. (2016) A Goal-Directed Approach to Gaining Compliance. Communication Research 31:4, pages 397-445.
Crossref
Frédéric Robert. (2004) The Rhetoric of Social Movements:. Revue française d’études américaines n o 99:1, pages 85-102.
Crossref
Rafael Wittek, Marijtje A.J van Duijn & Tom A.B Snijders. 2003. The Governance of Relations in Markets and Organizations. The Governance of Relations in Markets and Organizations 355 380 .
Barbara G. VivianJames R. Wilcox. (2016) Compliance Communication in Home Health Care: A Mutually Reciprocal Process. Qualitative Health Research 10:1, pages 103-116.
Crossref
Kathy Kellermann & Tim Cole. (1994) Classifying Compliance Gaining Messages: Taxonomic Disorder and Strategic Confusion. Communication Theory 4:1, pages 3-60.
Crossref
MICHAEL BURGOON, THOMAS S. BIRK & JOHN R. HALL. (1991) Compliance and Satisfaction With Physician-Patient Communication An Expectancy Theory Interpretation of Gender Differences. Human Communication Research 18:2, pages 177-208.
Crossref
Sandra Petronio. (1991) Communication Boundary Management: A Theoretical Model of Managing Disclosure of Private Information Between Marital Couples. Communication Theory 1:4, pages 311-335.
Crossref
DEBORAH A. NEWTON & JUDEE K. BURGOON. (1990) The Use and Consequences of Verbal Influence Strategies During Interpersonal Disagreements. Human Communication Research 16:4, pages 477-518.
Crossref
JAMES W. NEULIEP & MARIFRAN MATTSON. (1990) The Use of Deception as a Compliance-Gaining Strategy. Human Communication Research 16:3, pages 409-421.
Crossref
Roger Brown & Albert Gilman. (2008) Politeness theory and Shakespeare's four major tragedies. Language in Society 18:2, pages 159-212.
Crossref
Ben R. Slugoski & William Turnbull. (2016) Cruel to be Kind and Kind to be Cruel: Sarcasm, Banter and Social Relations. Journal of Language and Social Psychology 7:2, pages 101-121.
Crossref
MICHAEL E. ROLOFF, CHRIS A. JANISZEWSKI, MARY ANNE McGRATH, CYNTHIA S. BURNS & LALITA A. MANRAI. (1988) Acquiring Resources from Intimates When Obligation Substitutes for Persuasion. Human Communication Research 14:3, pages 364-396.
Crossref
Vincent Hazleton, William R. Cupach & Daniel J. Canary. (2016) Situation Perception: Interactions Between Competence and Messages. Journal of Language and Social Psychology 6:1, pages 57-63.
Crossref
Daniel J. Canary, Michael J. Cody & Peter J. Marston. (2016) Goal Types, Compliance-Gaining and Locus of Control. Journal of Language and Social Psychology 5:4, pages 249-269.
Crossref
ROBERT T. CRAIG, KAREN TRACY & FRANCES SPISAK. (1986) THE DISCOURSE OF REQUESTS.. Human Communication Research 12:4, pages 437-468.
Crossref
JEFFREY S. McQUILLEN. (1986) THE DEVELOPMENT OF LISTENER-ADAPTED COMPLIANCE-RESISTING STRATEGIES. Human Communication Research 12:3, pages 359-375.
Crossref
Charles H. Tardy, R. Joseph Childs & Michael M. Hampton. (2016) Communication and Type a Coronary-Prone Behavior: Preliminary Studies of Expressive and Instrumental Communication. Perceptual and Motor Skills 61:2, pages 603-614.
Crossref
MARK A. TURCK. (1985) A TRANSACTIONAL ANALYSIS OF COMPLIANCE-GAINING BEHAVIOR.. Human Communication Research 12:1, pages 54-78.
Crossref
Valerie J. Steffen & Alice H. Eagly. (2016) Implicit Theories about Influence Style. Personality and Social Psychology Bulletin 11:2, pages 191-205.
Crossref
James W. Neuliep & Vincent HazletonJr.Jr.. (1985) A cross-cultural comparison of Japanese and American persuasive strategy selection. International Journal of Intercultural Relations 9:4, pages 389-404.
Crossref
KAREN TRACY, ROBERT T. CRAIG, MARTIN SMITH & FRANCES SPISAK. (1984) THE DISCOURSE OF REQUESTS.. Human Communication Research 10:4, pages 513-538.
Crossref
LESLIE A. BAXTER. (1984) AN INVESTIGATION OF COMPLIANCE-GAINING AS POLITENESS. Human Communication Research 10:3, pages 427-456.
Crossref
MICHAEL J. CODY, MARY LOU WOELFEL & WILLIAM J. JORDAN. (1983) DIMENSIONS OF COMPLIANCE-GAINING SITUATIONS. Human Communication Research 9:2, pages 99-113.
Crossref

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:

Order Reprints Request Corporate Permissions

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:

Request Academic Permissions

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.