Interpersonal influence attempts: The effects of construct differentiation and interactional goals
Springer, Edward Vance, III
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Permalink
https://hdl.handle.net/2142/21207
Description
Title
Interpersonal influence attempts: The effects of construct differentiation and interactional goals
Author(s)
Springer, Edward Vance, III
Issue Date
1991
Doctoral Committee Chair(s)
O'Keefe, Barbara J.
Department of Study
Communication
Discipline
Communication
Degree Granting Institution
University of Illinois at Urbana-Champaign
Degree Name
Ph.D.
Degree Level
Dissertation
Keyword(s)
Speech Communication
Language
eng
Abstract
This experimental study examines the nature of interpersonal influence attempts from a multiple goals perspective. It seeks to understand the factors which influence communicators' strategies as they produce and interpret messages created in such interpersonal influence situations. Analyses of message style revealed a limited relationship between construct differentiation and message production and little relationship between preassigned goals and the messages produced. Rather, the role that the interactant plays in advancing a line of action primarily accounted for the creation of particular message styles. Results of the analyses regarding message effects on perceptions showed minor influences due to cognitive differentiation and a primary influence from the goals assigned in a situation. Overall, the results of this study suggest that the pursuit of multiple goals, especially as they are interactionally defined and revealed, are important for understanding why communicators produce and interpret different interpersonal influence messages. Specifically, locally created roles related to a line of action towards one's goals influence the type of message one will produce, and contextual features indicating the goals being pursued in a situation influence the ways in which specific messages are interpreted.
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