ERIC Number: ED196094
Record Type: RIE
Publication Date: 1980-Nov
Reference Count: 0
An Explication and Partial Test of a Model of Interpersonal Persuasion.
Cegala, Donald J.
In applying Ernest Becker's work on self-esteem to Erving Goffman's theory of interpersonal society, this paper suggests that Goffman's views about the politeness structure of face-to-face society might be viewed as largely grounded in a basic motivation for individuals to avoid anxiety due to loss of self-esteem. The paper uses this application as the conceptual basis of a model of interpersonal persuasion that consists of the elements self-esteem, social knowledge, a repertoire of strategies, and an instrumental orientation. The model is explicated and then partially tested by examining correlational data on indicants of the four elements of the model and actual success at persuasion in a laboratory dyadic communication setting. The reported results suggest general support for the model. (Author/FL)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Speech Communication Association (66th, New York, NY, November 13-16, 1980).