ERIC Number: ED318064
Record Type: Non-Journal
Publication Date: 1986-Feb
Reference Count: N/A
Influence and Compliance-gaining Strategies in Interpersonal Settings and Control and Influence Strategies in Organizational Settings: A Synthesis of the Literature.
Roiger, James F.; Hellweg, Susan A.
This research review integrates the major concerns of the research on power and compliance-gaining strategies and influence strategies in interpersonal and organizational relationships. The review: (1) identifies theories of social power; (2) identifies limited models of social influence; (3) delineates various conceptualizations of interpersonal compliance-gaining strategies; (4) summarizes the studies that have attempted to link influence and compliance-gaining strategies in interpersonal settings; (5) looks at recent studies on organizational power and control; (6) summarizes recent studies that have investigated control and influence strategies in organizations, including several that integrate interpersonal conceptualizations in the studies; (7) identifies some commonalities in the studies of the two settings; and (8) discusses implications for future research in both settings. Three tables of data are included; 49 references are attached. (KEH)
Descriptors: Communication Research, Communication Skills, Communication Strategies, Compliance (Psychology), Interpersonal Communication, Organizational Climate, Organizational Communication, Organizational Objectives, Organizational Theories, Social Control, Social Influences, Supervisor Supervisee Relationship
Publication Type: Speeches/Meeting Papers; Information Analyses
Education Level: N/A
Authoring Institution: N/A