The effects of power and message variables on compliance

References

• Axelrod , R. 1980a . Effective choice in the prisoner's dilemma . Journal of Conflict Resolution , 24 : 3 – 25 .
   Web of Science ®Google Scholar
• Axelrod , R. 1980b . More effective choice in the prisoner's dilemma . Journal of Conflict Resolution , 24 : 379 – 403 .
   Web of Science ®Google Scholar
• Berger , C. R. 1985 . “ Social power and interpersonal communication ” . In Handbook of Interpersonal Communication , Edited by: Knapp , M. L. and Miller , G. R. 439 – 499 . Beverly Hills, CA : Sage .
   Google Scholar
• Bacharach , S. B. and Lawler , E. J. 1981 . Power, tactics, and outcomes , San Francisco, CA : Jossey-Bass .
   Google Scholar
• Bacharach , S. B. and Lawler , E. J. 1981b . Power and tactics in bargaining . Industrial and Labor relations Review , 34 : 219 – 233 .
   Web of Science ®Google Scholar
• Boster , F. J. 1990 . “ An examination of the state of compliance-gaining message behavior research ” . In Seeking compliance: The production of interpersonal influence messages , Edited by: Dillard , J. P. 7 – 20 . Scottsdale, AZ : GSP .
   Google Scholar
• Boster , F. J. , Kazoleas , D. , Levine , T. R. , Rogan , R. and Kang , K. H. 1995 . The impact of power and message content on bargaining success . Communication Reports , 8 : 136 – 144 .
   Google Scholar
• Boster , F. J. and Levine , T. R. 1988 . Individual differences and compliance-gaining message selection: The effects of verbal aggressiveness, argumentativeness, dogmatism, and negativism . Communication Research Reports , 5 : 114 – 119 .
   Google Scholar
• Boster , F. J. , Levine , T. and Kazoleas , D. 1993 . The impact of argumentativeness and verbal aggressiveness on strategic diversity and persistence in compliance-gaining behavior . Communication Quarterly , 41 : 405 – 414 .
   Google Scholar
• Boster , F. J. and Lofthouse , L. J. Situational and individual difference determinants of the persistence and content of compliance gaining behavior: A test of the generalizability of some compliance gaining message choice findings . Paper presented at the annual meeting of the international Communication association . November , Chicago, IL.
   Google Scholar
• Boster , F. J. and Stiff , J. B. 1984 . Compliance-gaining message selection behavior . Human Communication Research , 10 : 539 – 556 .
   Web of Science ®Google Scholar
• Burleson , B. R. , Wilson , S. R. , Waltman , M. S. , Goering , E. M. , Ely , T. K. and Whaley , B. B. 1988 . Item desirability effects in compliance-gaining research: Seven studies documenting artifacts in the strategy selection procedure . Human Communication Research , 14 : 429 – 486 .
   Web of Science ®Google Scholar
• Clark , R. A. 1979 . The impact of self interest and desire for liking on the selection of communicative strategies . Communication Monographs , 46 : 257 – 273 .
   Web of Science ®Google Scholar
• Clark , R. A. and Delia , J. G. 1976 . The development of functional persuasive skills in childhood and early adolescence . Child Development , 47 : 1008 – 1014 .
   Web of Science ®Google Scholar
• Cody , M. J. , McLaughlin , M. L. and Jordan , W. J. 1980 . A multidimensional scaling of three sets of compliancegaining strategies . Communication Quarterly , 28 : 34 – 46 .
   Google Scholar
• Dahl , R. A. 1957 . The concept of power . Behavioral Science , 2 : 201 – 218 .
   Google Scholar
• Delia , J. G. , Kline , S. L. and Burleson , B. R. 1979 . The development of persuasive communication strategies in kindergartners though twelfth-graders . Communication Monographs , 46 : 241 – 256 .
   Web of Science ®Google Scholar
• Deutsch , M. and Krauss , R. 1960 . The effects of threat upon interpersonal bargaining . Journal of Abnormal and Social Psychology , 61 : 181 – 189 .
   PubMed Web of Science ®Google Scholar
• Deutsch , M. and Krauss , R. 1962 . Studies of interpersonal bargaining . Journal of Conflict Resolution , 6 : 52 – 76 .
   Google Scholar
• French , J. P. R. and Raven , B. 1959 . “ The bases of social power ” . In Studies in social power , Edited by: Cartwright , D. 150 – 167 . Ann Arbor : University of Michigan Press .
   Google Scholar
• Gouldner , A. W. 1962 . The norm of reciprocity: A preliminary statement . American Sociological Review , 25 : 161 – 178 .
   Google Scholar
• Helm , B. , Bonoma , T. V. and Tedeschi , J. T. 1972 . Reciprocity for harm done . Journal of Social Psychology , 87 : 89 – 98 .
   PubMed Web of Science ®Google Scholar
• Howard , J. A. , Blumstein , P. and Schwartz , P. 1986 . Sex, power, and influence tactics in Intimate relationships . Journal of Personality and Social Psychology , 51 : 102 – 109 .
   Web of Science ®Google Scholar
• Huston , T. L. 1983 . “ Power ” . In Close relationships , Edited by: Kelly , H. H. , Berscheid , E. , Christensen , A. , Harvey , J. H. , Huston , T. L. , Levinger , G. , McClintock , E. , Peplau , L. A. and Peterson , D. R. 169 – 219 . New York : W.H. Freeman .
   Google Scholar
• Instone , D. , Major , B. and Bunker , B. B. 1983 . Gender, self confidence, and social influence strategies: An Organizational simulation . Journal of Personality and Social Psychology , 44 : 322 – 333 .
   Web of Science ®Google Scholar
• Johnson , P. 1976 . Women and power: Toward a theory of effectiveness . Journal of Social Issues , 3 : 99 – 110 .
   Google Scholar
• Kearney , P. , Plax , T. G. , Richmond , V. P. and McCroskey , J. C. 1984 . “ Power in the classroom IV: Alternatives to discipline ” . In Communication yearbook 8 , Edited by: Bostrum , R. N. Beverly Hills, CA : Sage .
   Google Scholar
• Kearney , P. , Plax , T. G. , Richmond , V. P. and McCroskey , J. C. 1985 . Power in the classroom III: Teacher communication techniques and messages . Communication Education , 34 : 19 – 28 .
   Web of Science ®Google Scholar
• Kelman , H. C. 1961 . Processes of opinion change . Public Opinion Quarterly , 25 : 57 – 78 .
   Web of Science ®Google Scholar
• Kipnis , D. , Schmidt , S. D. and Wilkinson , I. 1980 . Intraorganizational influence tactics: Explorations in getting one's way . Journal of Applied Psychology , 65 : 440 – 452 .
   Web of Science ®Google Scholar
• Krauss , R. M. and Deutsch , M. 1966 . Communication in interpersonal bargaining . Journal of Personality and Social Psychology , 4 : 572 – 577 .
   PubMed Web of Science ®Google Scholar
• Levine , T. R. and Wheeless , L. R. 1990 . Cross-situational consistency and use-nonuse tendencies in compliancegaining tactic selections . The Southern Communication Journal , 56 : 1 – 11 .
   Google Scholar
• Marwell , G. M. and Schmitt , D. R. 1967 . Dimensions of compliance-gaining behavior: An empirical analysis . Sociometry , 30 : 350-328
   Google Scholar
• Michener , H. A. and Suchner , R. W. 1972 . “ The tactical use of social power ” . In The social influence processes , Edited by: Tedeschhi , J. T. 239 – 287 . New York : Aldine Atherton .
   Google Scholar
• Michener , H. A. , Vaske , J. J. , Schleifer , S. L. , Plazewski , J. G. and Chapman , L. J. 1975 . Factors affecting concession rate and threat usage in bilateral conflict . Sociometry , 38 : 62 – 80 .
   Google Scholar
• Miller , G. R. , Boster , F. J. , Roloff , M. E. and Seibold , D. R. 1977 . Compliance-gaining message strategies: A typology and some findings concerning the effects of situational differences . Communication Monographs , 44 : 37 – 51 .
   Web of Science ®Google Scholar
• O'Keefe , B. J. and Shepherd , G. J. 1987 . The pursuit of multiple objectives in face-to-face interaction: Effects of construct differentiation on message organization . Communication Monographs , 54 : 396 – 419 .
   Web of Science ®Google Scholar
• O'Keefe , D. J. 1990 . Persuasion: Theory and research , Newbury Park, CA : Sage .
   Google Scholar
• Oskamp , S. 1971 . Effects of programmed strategies on cooperation in the prisoner's dilemma and other mixed-motive games . Journal of Conflict Resolution , 15 : 225 – 259 .
   Google Scholar
• Scudder , J. Power, threat use, and the formation of agreements: An alternative compliance gaining approach . A paper presented at the annual meeting of the Speech Communication Association . Chicago, IL. Edited by: November .
   Google Scholar
• Spowl , J. P. and Senk , M. Sales communication: Compliance gaining strategy choice and sales success . Paper presented at the annual meeting of the Eastern Communication Association . April , Atlantic City, NJ.
   Google Scholar
• Stapleton , R. E. , Nelson , B. L. , Franconere , V. T. and Tedeschi , J. T. 1975 . The effects of harm-doing on interpersonal attraction . Journal of Social Psychology , 96 : 109 – 120 .
   Web of Science ®Google Scholar
• Tedeschi , J. T. and Bonoma , T. V. 1972 . “ Power and influence: An introduction ” . In The social influence processes , Edited by: Tedeschi , J. T. 1 – 49 . New York : Aldine Atherton .
   Google Scholar
• Tedeschi , J. T. , Schlenker , B. R. and Lindskold , S. 1972 . “ The exercise of power and influence: The source of influence ” . In The Social Influence Processes , Edited by: Tedeschi , J. T. 287 – 345 . New York : Aldine Atherton .
   Google Scholar
• Thibaut , J. and Kelly , H. 1959 . The psychology of groups , New York : John Wiley .
   Google Scholar
• Wheeless , L. R. , Barraclough , R. and Stewart , R. A. 1983 . “ Compliance-gaining and power in persuasion ” . In Communication yearbook 7 , Edited by: Bostrum , R. N. 105 – 145 . Beverly Hills, CA : Sage .
   Google Scholar
• Youngs , G. A. 1986 . Patterns of threat and punishment reciprocity in a conflict situation . Journal of personality and Social Psychology , 51 : 541 – 546 .
   Web of Science ®Google Scholar