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ERIC Number: EJ404959
Record Type: Journal
Publication Date: 1990
Pages: N/A
Abstractor: N/A
ISBN: N/A
ISSN: N/A
EISSN: N/A
The Use of Deception as a Compliance-Gaining Strategy.
Neuliep, James W.; Mattson, Marifran
Human Communication Research, v16 n3 p409-21 Spr 1990
Examines the persuasive message behaviors of truthful and deceptive communicators. Finds significant differences in the types of persuasive messages generated: truthful persuaders compose messages involving positive and negative sanctions; deceptive persuaders compose messages based on rationale or explanation. (KEH)
Descriptors: Behavior Patterns, Cognitive Processes, Communication Research, Comparative Analysis, Deception, Discourse Analysis, Higher Education, Honesty, Interpersonal Communication, Persuasive Discourse, Social Attitudes
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Grant or Contract Numbers: N/A