THE STRANGER AND THE SPOUSE AS TARGET PERSONS FOR COMPLIANCE‐GAINING STRATEGIES: A SUBJECTIVE EXPECTED UTILITY MODEL 1

THE STRANGER AND THE SPOUSE AS TARGET PERSONS FOR COMPLIANCE‐GAINING STRATEGIES: A SUBJECTIVE... This study examines the use of compliance‐gaining message strategies in “interpersonal” versus “noninterpersonal” relationships. Subjects were asked how likely they would be to use persuasive strategies in a hypothetical situation involving either a spouse (interpersonal situation) or new neighbors (noninterpersonal situation). A subjective expected utility model is proposed to account for subjects' choice of strategies. According to the SEU model, subjects weigh the expected advantages and disadvantages of strategies both in terms of their persuasiveness and their effects on the relationship with the persuadee. Regression analysis supported the use of the SEU model to predict subjects' choice of strategies. Situational comparisons of SEU indicated that most strategies are rated more persuasive, less likely to damage the personal relationship, and more likely to be used in the spouse situation than in the neighbor situation. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Human Communication Research Oxford University Press

THE STRANGER AND THE SPOUSE AS TARGET PERSONS FOR COMPLIANCE‐GAINING STRATEGIES: A SUBJECTIVE EXPECTED UTILITY MODEL 1

Human Communication Research, Volume 6 (3) – Mar 1, 1980

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Publisher
Oxford University Press
Copyright
Copyright © 1980 Wiley Subscription Services, Inc., A Wiley Company
ISSN
0360-3989
eISSN
1468-2958
DOI
10.1111/j.1468-2958.1980.tb00147.x
Publisher site
See Article on Publisher Site

Abstract

This study examines the use of compliance‐gaining message strategies in “interpersonal” versus “noninterpersonal” relationships. Subjects were asked how likely they would be to use persuasive strategies in a hypothetical situation involving either a spouse (interpersonal situation) or new neighbors (noninterpersonal situation). A subjective expected utility model is proposed to account for subjects' choice of strategies. According to the SEU model, subjects weigh the expected advantages and disadvantages of strategies both in terms of their persuasiveness and their effects on the relationship with the persuadee. Regression analysis supported the use of the SEU model to predict subjects' choice of strategies. Situational comparisons of SEU indicated that most strategies are rated more persuasive, less likely to damage the personal relationship, and more likely to be used in the spouse situation than in the neighbor situation.

Journal

Human Communication ResearchOxford University Press

Published: Mar 1, 1980

References

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