Situational influences on the selection of compliance-gaining messages: Two tests of the predictive utility of the cody-mclaughlin typology

James P. Dillard, Michael Burgoon

Research output: Contribution to journalArticle

92 Scopus citations

Abstract

Recent work on the dimensions of compliance-gaining situations offers an opportunity for systematizing a portion of message selection research. Two studies that utilize the six dimensions isolated by Cody and McLaughlin (1980), as well as one other, as predictors of compliance-gaining message selection are reported. The first study relied on the hypothetical situation method typical of most compliance-gaining research. Study 2 utilized a new method that asked participants to recall a persuasion situation they had been part of. Across the two investigations the effects attributable to the situation were relatively few in number and small in size. Several alternative interpretations of the data are suggested. The advantages and disadvantages of the two methods are examined. Explanations for each of the situational effects (or lack thereof) are considered.

Original languageEnglish (US)
Pages (from-to)289-304
Number of pages16
JournalCommunication Monographs
Volume52
Issue number4
DOIs
StatePublished - Dec 1985

All Science Journal Classification (ASJC) codes

  • Communication
  • Language and Linguistics

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