ERIC Number: EJ642808
Record Type: Journal
Publication Date: 2001
Reference Count: N/A
Automatic Responses, Target Resistance, and the Adaptation of Compliance-Seeking Requests.
King, Paul E.
Communication Monographs, v68 n4 p386-99 Dec 2001
Finds that: undergraduate students used a greater number of strategies when confronting a positively predisposed target who refused to comply; beyond an initial opening gambit, negative sanctions were employed more extensively against positively predisposed targets; and, overall, a pattern of compliance-gaining behaviors involving a gradual shift to negative sanctions occurred. Explains findings in light of current perspectives on information processing. (SR)
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Authoring Institution: N/A