Automatic responses, target resistance, and the adaptation of compliance-seeking requests

References

• Afifi , W. A. and Lee , J. W. 2000 . Balancing instrumental and identity goals in relationships: The role of request directness and request persistence in the selection of sexual resistance strategies . Communication Monographs , 67 : 284 – 305 .
   Google Scholar
• Andrews , P. H. 1987 . Gender differences in persuasive communication and attribution of success and failure . Human Communication Research , 13 : 372 – 385 .
   Web of Science ®Google Scholar
• Applebaum , R. L. and Anatol , K. W. E. 1982 . Effective oral communication for business and the professions , Chicago : SRA .
   Google Scholar
• Baxter , L. A. 1984 . An investigation of compliance-gaining as politeness . Human Communication Research , 10 : 427 – 456 .
   Web of Science ®Google Scholar
• Berger , C. R. 1997 . Planning strategic actions: Attaining goals through communication action , Mahwah, NJ : Lawrence Erlbaum .
   Google Scholar
• Brooks , W. D. 1981 . Speech communication , Dubuque, Iowa : William C. Brown .
   Google Scholar
• Burggraf , C. S. and Sillars , A. L. 1987 . A critical examination of sex differences in marital communication . Communication Monographs , 54 : 276 – 294 .
   Web of Science ®Google Scholar
• Cody , M. J. , Canary , D. J. and Smith , S. W. 1994 . “ Compliance-gaining goals: An inductive analysis of actors' goal types, strategies and successes ” . In Strategic interpersonal communication , Edited by: Daly , J. A. and Wiemann , J. M. 33 – 91 . Hillsdale, NJ : Lawrence Erlbaum Associates .
   Google Scholar
• Cody , M. J. , Greene , J. O. , Marston , P. , Baaske , K. , O' Hair , H. D. and Schneider , M. J. 1986 . “ Situation perception and the selection of message strategies ” . In Communication yearbook 9 , Edited by: McLaughlin , M. L. 390 – 420 . Beverly Hills, CA : Sage .
   Google Scholar
• Cody , M. J. and McLaughlin , M. L. 1980 . Perceptions of compliance-gaining situations: A dimensional analysis . Communication Monographs , 47 : 132 – 148 .
   Web of Science ®Google Scholar
• Cody , M. J. , McLaughlin , M. L. and Jordan , W. J. 1980 . A multidimensional scaling of three sets of compliance-gaining strategies . Communication Quarterly , 28 : 34 – 46 .
   Google Scholar
• Cody , M. J. , Woelfel , M. L. and Jordan , W. J. 1983 . Dimensions of compliance-gaining situations . Human Communication Research , 9 : 99 – 113 .
   Web of Science ®Google Scholar
• Cohen , J. 1960 . A coefficient of agreement for nominal scales . Educational and Psychological Measurement , 20 : 37 – 46 .
   Web of Science ®Google Scholar
• Cohen , J. 1988 . Statistical power analysis for the behavioral sciences , Hillsdale, NY : Lawrence Erlbaum Associates .
   Google Scholar
• deTurck , M. A. 1985 . A transactional analysis of compliance-gaining behavior: Effects of noncompliance, relational contexts, and actors' gender . Human Communication Research , 12 : 54 – 78 .
   Web of Science ®Google Scholar
• deTurck , M. A. 1987 . When communication fails: Physical aggression as a compliance-gaining strategy . Communication Monographs , 54 : 106 – 112 .
   Web of Science ®Google Scholar
• Dillard , J. P. 1988 . Compliance-gaining message selection: What is our dependent variable? . Communication Monographs , 55 : 162 – 183 .
   Web of Science ®Google Scholar
• Dillard , J. P. 1997 . “ Explicating the goal construct: Tools for theorists ” . In Message production: Advances in communication theory , Edited by: Greene , J. O. 47 – 69 . Mahwah, NJ : Lawrence Erlbaum Associates .
   Google Scholar
• Dillard , J. P. and Burgoon , M. 1985 . Situational influences on the selection of compliance-gaining messages: Two tests of the predictive utility of the Cody-McLaughlin typology . Communication Monographs , 52 : 289 – 304 .
   Web of Science ®Google Scholar
• Dillard , J. P. and Fitzpatrick , M. A. “Do it for me darling”: Long and short-term outcomes of compliance-gaining in marital interaction . Paper presented at the Annual Meeting of the International Communication Association . San Fransisco, CA. May ,
   Google Scholar
• Dillard , J. P. , Segrin , C. and Harden , J. M. 1989 . Primary and secondary goals in the production of interpersonal influence messages . Communication Monographs , 56 : 19 – 38 .
   Web of Science ®Google Scholar
• Fitch , K. L. 1994 . A cross-cultural study of directive sequences and some implications for compliance-gaining research . Communication Monographs , 61 : 185 – 209 .
   Web of Science ®Google Scholar
• Fitzpatrick , M. A. and Winke , J. 1979 . You always hurt the one you love: Strategies and tactics in interpersonal conflict . Communication Quarterly , 29 : 3 – 11 .
   Google Scholar
• Greene , J. O. 1995 . “ An action-assembly perspective on verbal and nonverbal message production: A dancer's message unveiled ” . In The cognitive bases of interpersonal communication , Edited by: Hewes , D. E. 51 – 85 . Hillsdale, NJ : Lawrence Erlbaum Associates .
   Google Scholar
• Greene , J. O. 1997 . “ A second generation action assembly theory ” . In Message production: Advances in communication theory , Edited by: Greene , J. O. 151 – 170 . Mahwah, NJ : Lawrence Erlbaum Associates .
   Google Scholar
• Hazen , M. D. and Kiesler , S. B. 1975 . Communication strategies affected by audience opposition, feedback and persuasibility . Communication Monographs , 42 : 56 – 68 .
   Google Scholar
• Honeycutt , J. M. , Cantrill , J. G. , Kelly , P. and Lambkin , D. 1998 . How do I love thee? Let me consider my options: Cognition, verbal strategies, and the escalation of intimacy . Human Communication Research , 25 : 39 – 63 .
   Web of Science ®Google Scholar
• Hunter , J. E. and Boster , F. J. 1987 . A model of compliance-gaining message selection . Communication Monographs , 54 : 63 – 84 .
   Web of Science ®Google Scholar
• Kearney , P. , Plax , T. G. and Burroughs , N. F. 1991 . An attributional analysis of college students' resistance decisions . Communication Education , 40 : 325 – 342 .
   Web of Science ®Google Scholar
• Lucas , S. E. 1995 . The art of public speaking , New York : McGraw Hill .
   Google Scholar
• McCampbell , E. and Ruback , R. B. 1985 . Social consequences of apologetic, assertive, and aggressive requests . Journal of Counseling Psychology , 32 : 68 – 73 .
   Google Scholar
• McLaughlin , M. L. , Cody , M. J. and Robey , C. S. 1980 . Situational influences on the selection of strategies to resist compliance-gaining attempts . Human Communication Research , 7 : 14 – 36 .
   Google Scholar
• Miller , G. , Boster , F. , Roloff , M. and Seibold , D. 1977 . Compliance-gaining message strategies: A typology and some findings concerning situational differences . Communication Monographs , 44 : 37 – 51 .
   Web of Science ®Google Scholar
• Neuliep , J. W. and Mattson , M. 1990 . The use of deception as a compliance-gaining strategy . Human Communication Research , 16 : 409 – 421 .
   Web of Science ®Google Scholar
• O'Hair , M. J. , Cody , M. J. and O'Hair , D. 1991 . The impact of situational dimensions on compliance-resisting strategies: A comparison of methods . Communication Quarterly , 39 : 226 – 240 .
   Google Scholar
• Schenck-Hamlin , W. J. , Wiseman , R. L. and Georgacarakos , G. N. 1982 . A model of properties of compliancegaining strategies . Communication Quarterly , 30 : 92 – 100 .
   Google Scholar
• Seibold , D. R. , Cantrill , J. G. and Meyers , R. A. 1994 . “ Communication and interpersonal influence ” . In Handbook of interpersonal communication , Edited by: Knapp , M. L. and Miller , G. R. 542 – 588 . Beverly Hills, CA : Sage .
   Google Scholar
• Sherif , C. W. , Sherif , M. and Nebergall , R. W. 1965 . Attitude and attitude change: The social judgmentinvolvement approach , Philadelphia : W. B. Sauders .
   Google Scholar
• Simons , H. W. 1986 . Persuasion: Understanding, practice, and analysis , New York : Random House .
   Google Scholar
• Sprague , J. and Stuart , D. 2000 . The speaker's handbook , Fort Worth, TX : Harcourt-Brace .
   Google Scholar
• Tracy , K. , Craig , R. T. , Smith , M. and Spisak , F. 1984 . The discourse of requests: Assessment of a compliance-gaining approach . Human Communication Research , 10 : 513 – 538 .
   Web of Science ®Google Scholar
• Verderber , R. F. 1999 . Communicate! , Belmont, CA : Wadsworth .
   Google Scholar
• Weiner , B. 1979 . A theory of motivation for some classroom experiences . Journal of Educational Psychology , 71 : 3 – 25 .
   PubMed Web of Science ®Google Scholar
• Wheeless , L. R. , Barraclough , R. and Stewart , R. 1983 . “ Compliance-gaining and power in persuasion ” . In Communication yearbook , Edited by: Bostrom , R. N. Vol. 7 , 105 – 145 . Beverly Hills, CA : Sage .
   Google Scholar
• Wicker , A. W. 1969 . Attitudes versus actions: The relationship of verbal and overt behavioral responses to attitude objects . Journal of Social Issues , 25 : 41 – 77 .
   Web of Science ®Google Scholar
• Wilson , S. R. 1990 . Development and test of a cognitive rules model of interaction goals . Communication Monographs , 57 : 81 – 103 .
   Web of Science ®Google Scholar
• Wilson , S. R. 1997 . “ Developing theories of persuasive message production: The next generation ” . In Message production: Advances in communication theory , Edited by: Greene , J. O. 15 – 43 . Mahwah, NJ : Lawrence Erlbaum .
   Google Scholar
• Wilson , S. R. , Aleman , C. G. and Leatham , G. B. 1998 . Identity implications of influence goals: A revised analysis of face-threatening acts and application to seeking compliance with same-sex friends . Human Communication Research , 25 : 64 – 96 .
   Web of Science ®Google Scholar
• Wilson , S. R. , Cruz , M. G. , Marshall , L. J. and Rao , N. 1993 . An attributional analysis of compliance-gaining interactions . Communication Monographs , 60 : 352 – 371 .
   Web of Science ®Google Scholar
• Wilson , S. R. and Kang , K. H. 1991 . Communication and unfulfilled obligations: Individual differences in causal judgments . Communication Research , 18 : 799 – 824 .
   Web of Science ®Google Scholar
• Wiseman , R. L. and Schenck-Hamlin , W. 1981 . A multidimensional scaling validation of an inductively-derived set of compliance-gaining strategies . Communication Monographs , 48 : 251 – 270 .
   Web of Science ®Google Scholar
• Wright , K. B. and O'Hair , D. 1999 . Seeking and resisting compliance: Selection and evaluation of tactics in a simulated college student drinking contest . Communication Research Reports , 16 : 266 – 275 .
   Google Scholar