Open Access

Persuasion target-related variables and compliance resistance in different interpersonal influence situations


Cite

Ajzen, I. (1985). From intentions to actions: A theory of planned behavior. In J. Kuhl & J. Beckman (Eds.), Action-control: From cognition to behavior (pp. 11–39). Springer. Search in Google Scholar

Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50(2), 179¬–211. https://doi.org/10.1016/0749-5978(91)90020-T Search in Google Scholar

Ajzen, I., & Fishbein, M. (1980). Understanding attitudes and predicting social behavior. Prentice-Hall. Search in Google Scholar

Aron, A., Aron, E. N., & Smollan, D. (1992). Inclusion of other in the self scale and the structure of interpersonal closeness. Journal of Personality and Social Psychology, 63(4), 596–612. https://doi.org/10.1037/0022-3514.63.4.596 Search in Google Scholar

Bamberg, S., Ajzen, I., & Schmidt, P. (2003). Choice of travel mode in the theory of planned behavior: The roles of past behavior, habit, and reasoned action. Basic and Applied Social Psychology, 25(3), 175–187. https://doi.org/10.1207/S15324834BASP2503_01 Search in Google Scholar

Baseheart, J. R., & Bostrom, R. N. (1972). Credibility of source and of self in attitude change. Journalism Quarterly, 49(4), 742–745. https://doi.org/10.1177/107769907204900418 Search in Google Scholar

Bevan, J. L. (2003). Expectancy violation theory and sexual resistance in close, cross-sex relationships. Communication Monographs, 70(1), 68–82. https://doi.org/10.1080/715114662 Search in Google Scholar

Buhrmester, M., Kwang, T., & Gosling, S. D. (2011). Amazon’s Mechanical Turk: A new source of inexpensive, yet high-quality, data? Perspectives on Psychological Science, 6(1), 3–5. https://doi.org/10.1177/1745691610393980 Search in Google Scholar

Burroughs, N. F. (2007). A reinvestigation of the relationship of teacher nonverbal immediacy and student compliance-resistance with learning. Communication Education, 56(4), 453–475. https://doi.org/10.1080/03634520701530896 Search in Google Scholar

Burroughs, N. F., Kearney, P., & Plax, T. G. (1989). Compliance-resistance in the college classroom. Communication Education, 38(3), 214–229. https://doi.org/10.1080/03634528909378758 Search in Google Scholar

Chory-Assad, R. M., & Paulsel, M. L. (2004). Classroom justice: Student aggression and resistance as reactions to perceived unfairness. Communication Education, 53(3), 253–273. https://doi.org/10.1080/0363452042000265189 Search in Google Scholar

Cialdini, R. B., & Trost, M. R. (1998). Social influence: Social norms, conformity, and compliance. In D. T. Gilbert & S. T. Fiske (Eds.), The handbook of social psychology (4th ed., Vol. 2, pp. 151–192). McGraw-Hill. Search in Google Scholar

Claus, C. J., Booth-Butterfield, M., & Chory, R. M. (2012). The relationship between instructor misbehaviors and student antisocial behavioral alteration techniques: The roles of instructor attractiveness, humor, and relational closeness. Communication Education, 61(2), 161–183. http://dx.doi.org/10.1080/03634523.2011.647922 Search in Google Scholar

Cody, M. J., McLaughlin, M. L., & Jordan, W. J. (1980). A multidimensional scaling of three sets of compliance-gaining strategies. Communication Quarterly, 28(3), 34–46. https://doi.org/10.1080/01463378009369373 Search in Google Scholar

de Pano, J. C. G. (2023). Typologies of rejected requests and compliance-resistance strategies in various interpersonal influence contexts. Atlantic Journal of Communication. Advance online publication. https://doi.org/10.1080/15456870.2023.2174545 Search in Google Scholar

Dibben, M. R., & Lean, M. E. J. (2003). Achieving compliance in chronic illness management: Illustrations of trust relationships between physicians and nutrition clinic patients. Health, Risk, and Society, 5(3), 241–258. https://doi.org/10.1080/13698570310001606950 Search in Google Scholar

Dibble, J. L., Levine, T. R., & Park, S. H. (2012). The unidimensional relationship closeness scale (URCS): Reliability and validity evidence for a new measure of relationship closeness. Psychological Assessment, 24(3), 565–572. https://doi.org/10.1037/a0026265 Search in Google Scholar

Dillard, J. P., & Knobloch, L. K. (2011). Interpersonal influence. In M. L. Knapp & J. A. Daly (Eds.), The SAGE handbook of interpersonal communication (pp. 334–363). Sage. Search in Google Scholar

Elliott, M. A., Armitage, C. J., & Baughan, C. J. (2003). Drivers’ compliance with speed limits: An application of the theory of planned behavior. Journal of Applied Psychology, 88(5), 964–972. https://doi.org/10.1037/0021-9010.88.5.964 Search in Google Scholar

Gächter, S., Starmer, C., & Tufano, F. (2015). Measuring the closeness of relationships: A comprehensive evaluation of the inclusion of the other in the self scale. PLoS ONE, 10(6), 1–19. https://doi.org/10.1371/journal.pone.0129478 Search in Google Scholar

Gass, R. H., & Seiter, J. S. (2016). Persuasion, social influence, and compliance gaining (5th ed.). Routledge. Search in Google Scholar

Giffin, K. (1967). The contribution of studies of source credibility to a theory of interpersonal trust in the communication process. Psychological Bulletin, 68(2), 104–120. https://doi.org/10.1037/h0024833 Search in Google Scholar

Goodman, J. K., Cryder, C. E., & Cheema, A. (2013). Data collection in a flat world: The strengths and weaknesses of Mechanical Turk samples. Journal of Behavioral Decision Making, 26(3), 213–224. https://doi.org/10.1002/bdm.1753 Search in Google Scholar

Guadagno, R., & Cialdini, R. (2005). Online persuasion and compliance: Social influence on the Internet and beyond. In Y. A. Hamburger (Ed.), The social net: Human behavior in cyberspace (pp. 91–113). Oxford University Press. Search in Google Scholar

Hecht, M. L., Alberts, J. K., & Miller-Rassulo, M. (1992). Resistance to drug offers among college students. International Journal of Addictions, 27(8), 995–1017. https://doi.org/10.3109/10826089209065589 Search in Google Scholar

Holt, L. J., Schepis, T. S., Looby, A., Marsh, E., Marut, P., & Feinn, R. (2020). How to say “no” most effectively: Evaluating resistance strategies for prescription stimulant diversion to inform preventive interventions. Journal of American College Health, 68(8), 872–882. https://doi.org/10.1080/07448481.2019.1626861 Search in Google Scholar

Hung, K., Li, S. Y., & Tse, D. K. (2011). Interpersonal trust and platform credibility in a Chinese multibrand online community: Effects on brand variety seeking and time spent. Journal of Advertising, 40(3), 103–116. https://doi.org/10.2753/JOA0091-3367400308 Search in Google Scholar

Ifert, D. E. (2000). Resistance to interpersonal requests: A summary and critique of recent research. Annals of the International Communication Association, 23(1), 125–161. https://doi.org/10.1080/23808985.2000.11678972 Search in Google Scholar

Johnson, D. I. (2016). Request production. In C. R. Berger, M. E. Roloff, S. R. Wilson, J. P. Dillard, J. Caughlin, & D. Solomon (Eds.), The international encyclopedia of interpersonal communication (pp. 1508–1513). John Wiley & Sons. Search in Google Scholar

Kearney, P., Plax, T. G., Smith, V. R., & Sorensen, G. (1988). Effects of teacher immediacy and strategy type on college student resistance to on--task demands. Communication Education, 37(1), 54–67. https://doi.org/10.1080/03634528809378703 Search in Google Scholar

Lee, C. R., Levine, T. R., & Cambra, R. (1997). Resisting compliance in the multicultural classroom. Communication Education, 46(1), 29–43. https://doi.org/10.1080/03634529709379071 Search in Google Scholar

Lowry, R. (n.d.). The confidence interval of rho, VassarStats: Website for statistical computation [Computer software]. http://vassarstats.net/rho.html Search in Google Scholar

Marwell, G., & Schmitt, D. R. (1967). Dimensions of compliance-gaining behavior: An empirical analysis. Sociometry, 30(4), 350–364. https://doi.org/10.2307/2786181 Search in Google Scholar

McCroskey, J. C. (2007, February 2). Source credibility measures. Dr. James C. McCroskey. http://www.jamescmccroskey.com/measures/source_credibility.htm Search in Google Scholar

McCroskey, J. C., & Teven, J. J. (1999). Goodwill: A re-examination of the construct and its measurement. Communication Monographs, 66(1), 90–103. https://doi.org/10.1080/03637759909376464 Search in Google Scholar

McLaughlin, M. L., Cody, M. J., & Robey, C. S. (1980). Situational influences on the selection of strategies to resist compliance-gaining attempts. Human Communication Research, 7(1), 14–36. https://doi.org/10.1111/j.1468-2958.1980.tb00548.x Search in Google Scholar

McQuillen, J. S., Higginbotham, D. C., & Cummings, M. C. (1984). Compliance-resisting behaviors: The effects of age, agent, and types of request. Annals of the International Communication Association, 8(1), 747–763. https://doi.org/10.1080/23808985.1984.11678599 Search in Google Scholar

Messner, M., Reinhard, M. A., & Sporer, S. L. (2008). Compliance through direct persuasive appeals: The moderating role of communicator’s attractiveness in interpersonal persuasion. Social Influence, 3(2), 67–83. https://doi.org/10.1080/15534510802045261 Search in Google Scholar

Miller, G. R., & Burgoon, M. (1978). Persuasion research: Review and commentary. Annals of the International Communication Association, 2(1), 29–47. https://doi.org/10.1080/23808985.1978.11923715 Search in Google Scholar

Mokken, R. J. (1971). A theory and procedure of scale analysis. DeGruyter. Search in Google Scholar

Ohanian, R. (1990). Construction and validation of a scale to measure celebrity endorsers’ perceived expertise, trustworthiness, and attractiveness. Journal of Advertising, 19(3), 39–52. https://doi.org/10.1080/00913367.1990.10673191 Search in Google Scholar

O’Keefe, D. J. (2002). Persuasion: Theory and research (2nd ed.). Sage. Search in Google Scholar

Paolacci, G., Chandler, J., & Ipeirotis, P. G. (2010). Running experiments on Amazon Mechanical Turk. Judgment and Decision Making, 5(5), 411–419. Search in Google Scholar

Parks, M. R., & Floyd, K. (1996). Meanings for closeness and intimacy in friendship. Journal of Social and Personal Relationships, 13(1), 85–107. https://doi.org/10.1177/0265407596131005 Search in Google Scholar

Pavlou, P. A., & Fygenson, M. (2006). Understanding and predicting electronic commerce adoption: An extension of the theory of planned behavior. MIS Quarterly, 30(1), 115–143. https://www.jstor.org/stable/25148720 Search in Google Scholar

Pornpitakpan, C. (2004). The effect of celebrity endorsers’ perceived credibility on product purchase intention: The case of Singaporeans. Journal of International Consumer Marketing, 16(2), 55–74. https://doi.org/10.1300/J046v16n02_04 Search in Google Scholar

Poulter, D. R., Chapman, P., Bibby, P. A., Clarke, D. D., & Crundall, D. (2008). An application of the theory of planned behaviour to truck driving behaviour and compliance with regulations. Accident Analysis & Prevention, 40(6), 2058–2064. https://doi.org/10.1016/j.aap.2008.09.002 Search in Google Scholar

Pytlak, M. A., & Houser, M. L. (2014). Because I’m the teacher and I said so: GTA use of behavior alteration techniques to establish power and credibility in the college classroom. Western Journal of Communication, 78(3), 287–309. https://doi.org/10.1080/10570314.2014.893010 Search in Google Scholar

Record, R. A. (2017). Tobacco-free policy compliance behaviors among college students: A theory of planned behavior perspective. Journal of Health Communication, 22(7), 562–567. https://doi.org/10.1080/10810730.2017.1318984 Search in Google Scholar

Rotter, J. B. (1967). A new scale for the measurement of interpersonal trust. Journal of Personality, 35(4), 651–665. https://doi.org/10.1111/j.1467-6494.1967.tb01454.x Search in Google Scholar

Rubin, R. B. (2004). Individualized trust scale. In R. B. Rubin, P. Palmgreen, & H. E. Sypher (Eds.) Communication research measures: A source book (pp. 184–186). Lawrence Erlbaum Associates. Search in Google Scholar

Soper, D. S. (2021). R-square confidence interval calculator, free statistics calculators (Version 4.0) [Computer software]. https://www.danielsoper.com/statcalc/calculator.aspx?id=28 Search in Google Scholar

Trost, M. R., Langan, E. J., & Kellar-Guenther, Y. (1999). Not everyone listens when you “just say no”: Drug resistance in relational context. Journal of Applied Communication Research, 27(2), 120–138. https://doi.org/10.1080/00909889909365530 Search in Google Scholar

Wheeless, L. R., & Grotz, J. (1977). The measurement of trust and its relationship to self-disclosure. Human Communication Research, 3(3), 250–257. https://doi.org/10.1111/j.1468-2958.1977.tb00523.x Search in Google Scholar

White, K. D., Pearson, J. C., & Flint, L. (1989). Adolescents’ compliance-resistance: Effects of parents’ compliance strategy and gender. Adolescence, 24(95), 595–621. Search in Google Scholar

Wilson, S. R. (2016). Compliance gaining/resisting strategies and principles. In C. R. Berger, M. E. Roloff, S. R. Wilson, J. P. Dillard, J. Caughlin, & D. Solomon (Eds.), The international encyclopedia of interpersonal communication (pp. 384–392). John Wiley & Sons. Search in Google Scholar

Wrench, J. S., & Booth-Butterfield, M. (2003). Increasing patient satisfaction and compliance: An examination of physician humor orientation, compliance-gaining strategies, and perceived credibility. Communication Quarterly, 51(4), 482–503. https://doi.org/10.1080/01463370309370169 Search in Google Scholar

Zhang, Q., & Sapp, D. A. (2013). Psychological reactance and resistance intention in the classroom: Effects of perceived request politeness and legitimacy, relationship distance, and teacher credibility. Communication Education, 62(1), 1–25. http://dx.doi.org/10.1080/03634523.2012.727008 Search in Google Scholar

Zhang, Q., Zhang, J., Castelluccio, A. A. (2011). A cross-cultural investigation of student resistance in college classrooms: The effects of teacher misbehaviors and credibility. Communication Quarterly, 59(4), 450–464. https://doi.org/10.1080/01463373.2011.597287 Search in Google Scholar

eISSN:
2083-8506
Language:
English
Publication timeframe:
Volume Open
Journal Subjects:
Social Sciences, Psychology, Applied Psychology