The Heuristic-Systematic Model and message generation : the construction of influence appeals in the context of close relationships /
This study was designed to test to the proposal that aspects of the relationship between the influence agent and the influence target, along with situational constraints, should affect agents' information processing and the subsequent selection of influence strategies agents use to frame an inf...
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| Format: | Thesis Book |
| Language: | English |
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[Place of publication not identified] :
[publisher not identified] ;
2002.
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| Subjects: | |
| Online Access: | http://proxy.library.tamu.edu/login?url=http://proquest.umi.com/pqdweb?did=765105951&sid=1&Fmt=2&clientId=2945&RQT=309&VName=PQD |
| Summary: | This study was designed to test to the proposal that aspects of the relationship between the influence agent and the influence target, along with situational constraints, should affect agents' information processing and the subsequent selection of influence strategies agents use to frame an influence appeal. To test this notion, two studies were conducted. In both studies, influence agents listed more thoughts about their dating partners or the relationship when their dating partners reported not being in a self-defining relationship. Subjectively close influence agents were more likely to use tactics that highlighted the importance of the relationship, according to both self and observer ratings, and were rated by observers as less likely to use coercive tactics to influence their partner compared to agents who were less subjectively close. Additionally, influence agents were affected by the partner's level of subjective closeness. When trying to influence partners who were subjectively close, influence agents were rated by observers as using fewer coercive tactics. Thus, it appears that influence agents were tailoring their messages, based on the attributes of both themselves and their partners, to change their partners' behavior. The findings from these studies highlight the dyadic nature of influence. |
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| Item Description: | Vita. "Major Subject: Psychology". |
| Physical Description: | xii, 109 leaves : illustrations ; 28 cm. Issued also on microfiche from University Microfilm Inc. |
| Bibliography: | Includes bibliographical references (leaves 79-82). |