承諾獲得方略の使用に及ぼす場面次元の影響

概要

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The purpose of this research was to examine the influence of situational dimensions, the persuasive agent's gender, and strategy types on the selection of compliance-gaining strategies. In one of 12 situations, 252 college students evaluated the likelihood of selection of 34 compliance-gaining tactics. A factor analysis showed that 29 of 34 tactics were divided into six categories: individual evaluation, sanction, personal skill, politeness, utilization of others, and tough strategies. ANOVAs of the situations (2) × genders (2) × strategy types (6) regarding the likelihood of selection of strategies were carried out in six situational dimensions. There were interactions between strategies and each of the following: dominance, rights, and personal benefits dimensions. Moreover, there were interactions between the persuasive agent's gender and strategy types in each dimension of intimacy, dominance, and relational consequence. As a result, this research proved that the situations, the persuasive agent's gender, and strategy types sometimes influenced the use of compliance-gaining strategies.
広島大学の論文
2003-03-28