ERIC Number: ED237854
Record Type: RIE
Publication Date: 1983-Aug
Reference Count: 0
Conceptual Dimensions of Interpersonal Influence.
McCallum, Debra Moehle; And Others
Interpersonal power has been defined as the ability of an agent to alter the behavior of a target through means-control, attractiveness, and credibility. To identify and delineate situations of influence in personal relationships, undergraduate students either wrote influence descriptions (N=96), made similarity judgments on the original 96 descriptions (N=31), or rated 18 of the original 96 descriptions according to 20 Likert-type attribute scales (N=60). An analysis of the results showed that the most salient cognitive dimensions for naive observers of interpersonal influences were the valence of outcomes for the target and the intentions of the agent. The target's satisfaction in organizing his perceptions of influence attempts was more important than the agent's satisfaction with the outcome. Similarly, the importance of the behavior to the target was more salient than the importance to the agent. Rational approaches to interpersonal influence were likely to correspond to positive attitudes and positive target outcomes. Attributions of intentionality were found to influence interpersonal situations, particularly as the intentions affected the motives of the persons involved. (The attributes and examples of influence descriptions are appended). (BL)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Identifiers: Compliance (Behavior); Interpersonal Influence Process
Note: Paper presented at the Annual Convention of the American Psychological Association (91st, Anaheim, CA, August 26-30, 1983). Figure 1 is marginally legible due to small print.