References
- Baxter , L.A. 1984 . An investigation of compliance‐gaining as politeness. . Human Communication Research , 10 : 427 – 456 .
- Bell , R.A. and Daly , J.A. 1984 . The affinity‐seeking function of communication. . Communication Monographs , 51 : 91 – 115 .
- Boster , F.J. and Stiff , J.B. 1984 . Compliance‐gaining message selection behavior. . Human Communication Research , 10 : 539 – 556 .
- 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 .
- Cody , M.J. , McLaughlin , M.L. and Schneider , M.J. 1981 . The impact of relational consequences and intimacy on the selection of interpersonal persuasive tactics. . Communication Quarterly , 29 : 91 – 106 .
- Dillard , J.P. , Hunter , J.E. and Burgoon , M. 1984 . Sequential‐request persuasive strategies: Meta‐analysis of foot‐in‐the‐door and door‐in‐the‐face. . Human Communication Research , 10 : 461 – 488 .
- Hecht , M.L. 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 : 373 – 389 .
- Marwell , G. and Schmitt , D.R. 1967 . Dimensions of compliance‐gaining behavior: An empirical analysis. . Sociometry , 30 : 350 – 364 .
- McCroskey , J.C. , Richmond , V.P. , Plax , T.G. and Kearney , P. 1985 . Power in the classroom V: Behavior alteration techniques, communication training, and learning. . Communication Education , 34 : 214 – 226 .
- 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 .
- McLaughlin , M.L. , Cody , M.J. and Rosenstein , N.E. 1983 . Account sequences in conversations between strangers. . Communication Monographs , 50 : 102 – 125 .
- Miller , G.R. , Boster , F. , Roloff , M.E. and Siebold , D. 1977 . Compliance‐gaining message strategies: A typology and some findings concerning effects of situational differences. . Communication Monographs , 44 : 37 – 51 .
- Miller , G.R. and Burgoon , M. 1978 . “ Persuasion research: Review and commentary ” . In Communication yearbook 2 , Edited by: Ruben , B.D. 29 – 47 . New Brunswick, NJ : Transaction Books .
- Plax , T.G. , Kearney , P. , Downs , T.M. and Stewart , R.A. 1986 . College student resistance toward teachers’ use of selective control strategies. . Communication Research Reports , 3 : 20 – 27 .
- Plax , T.G. , Kearney , P. , McCroskey , J.C. and Richmond , V.P. 1986 . Power in the classroom VI: Verbal control strategies, nonverbal immediacy, and affective learning. . Communication Education , 35 : 43 – 55 .
- Richmond , V.P. and McCroskey , J.C. 1984 . Power in the classroom II: Power and learning. . Communication Education , 33 : 125 – 136 .
- Roloff , M.E. and Barnicott , E.F. 1978 . “ The situational use of pro‐ and anti‐social compliance‐gaining strategies by high and low machiavellians ” . In Communication yearbook 2 , Edited by: Ruben , B.D. 193 – 205 . New Brunswick, NJ : Transaction Books .
- Roloff , M.E. and Barnicott , E.F. 1979 . The influence of dogmatism on the situational use of pro‐ and anti‐social compliance‐gaining strategies. . Southern Speech Communication Journal , 45 : 37 – 54 .
- Schenck‐Hamlin , W.J. , Wiseman , R.L. and Georgacarakos , G.M. 1982 . A model of properties of compliance‐gaining strategies. . Communication Quarterly , 30 : 92 – 100 .
- Sillars , A.L. 1980 . The stranger and the spouse as target persons for compliance‐gaining strategies: A subjective expected utility model . Human Communication Research , 6 : 265 – 279 .
- Smith , M.J. 1984 . Contingency rules theory, context, and compliance behavior. . Human Communication Research , 10 : 489 – 512 .
- 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 .
- 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 Publications .
- Wiseman , R.L. and Schenck‐Hamlin , W. 1981 . A multi‐dimensional scaling validation of an inductively‐derived set of compliance‐gaining strategies. . Communication Monographs , 48 : 251 – 270 .