Identity implications of influence goals: A revised analysis of face-threatening acts and application to seeking compliance with same-sex friends

Human Communication Research

Volumn 25, Issue 1, 1998, Pages 64-96

  Wilson, Steven R ^b   Aleman, Carlos G ^a   Leatham, Geoff B ^c  

^a UNIVERSITY OF ILLINOIS AT CHICAGO   (United States)

^b NORTHWESTERN UNIVERSITY   (United States)

^c Northwestern University ^*

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032344927     PISSN: 03603989     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1468-2958.1998.tb00437.x     Document Type: Article

References (46)

1. Baxter, L. A. (1984). An investigation of compliance-gaining as politeness. Human Communication Research, 10, 427-456.
2. Bem, S. L. (1993). The lenses of gender. New Haven, CT: Yale University Press.
3. Brown, P., & Levinson, S. C. (1978). Universals in language use: Politeness phenomena. In E. N. Goody (Ed.), Questions and politeness (pp. 56-289). Cambridge, UK: Cambridge University Press.
4. Brown, P., & Levinson, S. C. (1987). Politeness: Some universals in language usage. Cambridge, UK: Cambridge University Press.
5. Buzzanell, P. M. (1994). Gaining a voice: Feminist perspectives in organizational communication. Management Communication Quarterly, 7, 339-383.
6. Cody, M. J., Canary, D. J., & Smith, S. W. (1994). Compliance-gaining goals: An inductive analysis of actors' goal types, strategies, and success. In J. Daly & J. Weimann (Eds.), Strategic interpersonal communication (pp. 33-90). Hillsdale, NJ: Lawrence Erlbaum.
7. Cody, M. J., Greene, J. O., Marston, P. J., O'Hair, H. D., Baaske, K. T., & Schneider, M. J. (1985). Situation perception and strategy selection. In M. L. McLaughlin (Ed.), Communication yearbook 9 (pp. 391-420). Beverly Hills, CA: Sage.
8. Craig, R. T., Tracy, K., & Spisak, F. (1986). The discourse of requests: Assessment of a politeness approach. Human Communication Research, 12, 437-468.
9. Dallinger, J. M., & Hample, D. (1994). The effects of gender on compliance-gaining strategy endorsement and suppression. Communication Reports, 7, 43-49.
10. Dillard, J. P. (1989). Types of influence goals in personal relationships. Journal of Social and Personal Relationships, 6, 293-308.
11. Dillard, J. P. (1990). A goal-driven model of interpersonal influence. In J. P. Dillard (Ed.), Seeking compliance: The production of interpersonal influence messages (pp. 41-56). Scottsdale, AZ: Gorsuch Scarisbrick.
12. Dillard, J. P., & Burgoon, M. (1985). Situational influences on the selection of compliance-gaining messages: Two tests of the predictive utility of the Cody-McLaughlin typology. Communication Monographs, 52, 289-304.
13. Dillard, J. P., Segrin, C., & Harden, J. M. (1989). Primary and secondary goals in the production of interpersonal influence messages. Communication Monographs, 56, 19-38.
14. Fitch, K. L. (1994). A cross-cultural study of directive sequences and some implications for compliance-gaining research. Communication Monographs, 61, 185-209.
15. Goffman, E. (1959). The presentation of self in everyday life. New York: Doubleday.
16. Goffman, E. (1967). Interaction ritual: Essays in face-to-face behavior. Chicago: Adrine.
17. Goldsmith, D. (1992). Managing conflicting goals in supportive interaction: An integrative theoretical framework. Communication Research, 19, 264-286.
18. Holtgraves, T., & Yang, J. N. (1992). Interpersonal underpinnings of request strategies: General principles and differences due to culture and gender. Journal of Personality and Social Psychology, 62, 246-256.
19. Jacobs, S., & Jackson, S. (1989). Building a model of conversational argument. In B. Dervine, L. Grossberg, B. J. O'Keefe, & E. Wartella (Eds.), Rethinking communication: Vol. 2. Paradigm exemplars (pp. 172-187). Newbury Park, CA: Sage.
20. Katriel, T., & Philipsen, G. (1981). "What we need is communication": "Communication" as a cultural category in some American speech. Communication Monographs, 48, 302-317.
21. Kim, M. S., Hunter, J. E., Miyahara, A., Horvath, A. M., Bresnahan, M., & Yoon, H. J. (1996). Individual-vs. cultural-level dimensions of individualism and collectivism: Effects on preferred conversational style. Communication Monographs, 63, 28-49.
22. Kim, M. S., & Wilson, S. R. (1994). A cross-cultural comparison of implicit theories of requesting. Communication Monographs, 61, 210-235.
23. Kipnis, D., Schmidt, S. W., & Wilkinson, I. (1980). Intraorganizational influence tactics: Explorations in getting one's way. Journal of Applied Psychology, 65, 440-452.
24. Kline, S. L. (1979). Towards a contemporary linguistic interpretation of the concept of stasis. Journal of the American Forensic Association, 16, 95-103.
25. Labov, W., & Fanshel, D. (1977). Therapeutic discourse: Psychotherapy as conversation. New York: Academic Press.
26. Leichty, G., & Applegate, J. L. (1991). Social-cognitive and situational influences on the use of face-saving persuasive strategies. Human Communication Research, 17, 451-483.
27. Lim, T. S., & Bowers, J. W. (1991). Facework: Solidarity, approbation, and tact. Human Communication Research, 17, 415-449.
28. Miller, G. R., Boster, F. J., Roloff, M. E., & Seibold, D. (1977). Compliance-gaining message strategies: A typology and some findings concerning effects of situational differences. Communication Monographs, 44, 37-51.
29. O'Keefe, B. J. (1988). The logic of message design: Individual differences in reasoning about communication. Communication Monographs, 55, 80-104.
30. Penman, R. (1990). Facework and politeness: Multiple goals in courtroom discourse. Journal of Language and Social Psychology, 7, 101-121.
31. Rawlins, W. W. (1992). Friendship matters: Communication, dialectics, and the life course. New York: Aldine de Gruyter.
32. Roloff, M. E., Janiszewski, C. A., McGrath, M. A., Burns, C. S., & Manrai, L. A. (1988). Acquiring resources from intimates: When obligation substitutes for persuasion. Human Communication Research, 14, 364-396.
33. Rule, B. G., Bisanz, G. L., & Kohn, M. (1985). Anatomy of a persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48, 1127-1140.
34. Searle, J. R. (1969). Speech acts: An essay in the philosophy of language. Cambridge, UK: Cambridge University Press.
35. Searle, J. R. (1976). A classification of illocutionary acts. Language in Society, 5, 1-23.
36. Seibold, D. R., Cantrill, J. G., & Meyers, R. A. (1994). Communication and interpersonal influence. In M. L. Knapp & G. R. Miller (Eds.), Handbook of Interpersonal Communication (Vol. 2, pp. 542-588). Thousand Oaks, CA: Sage.
37. Streeck, J. (1980). Speech acts in interaction: A critique of Searle. Discourse Processes, 3, 133-154.
38. Tracy, K., & Baratz, S. (1994). The case for case studies of facework. In S. Ting-Toomey (Ed.), The challenge of facework (pp. 287-306). Albany, NY: SUNY Press.
39. Tracy, K., Craig, R. T., Smith, M., & Spisak, F. (1984). The discourse of requests: Assessment of a compliance-gaining approach. Human Communication Research, 4, 513-538.
40. Tracy, K., & Naughton, J. (1994). The identity work of questioning in intellectual discussion. Communication Monographs, 61, 281-302.
41. Wardaugh, R. (1985). How conversation works. Oxford, UK: Basil Blackwell.
42. Wilson, S. R. (1990). Development and test of a cognitive rules model of interaction goals. Communication Monographs, 57, 81-103.
43. Wilson, S. R. (1992). Face and facework in negotiation. In L. L. Putnam & M. E. Roloff (Eds.), Communication and negotiation (pp. 176-205). Newbury Park, CA: Sage.
44. Wilson, S. R., & Kang, K. H. (1991). Communication and unfulfilled obligations: Individual differences in causal judgments. Communication Research, 18, 799-824.
45. Wilson, S. R., Kim, M. S., & Meischke, H. (1991). Evaluating Brown and Levinson's politeness theory: A revised analysis of directives and face. Research on Language and Social Interaction, 25, 215-252.
46. Wilson, S. R., Meischke, H., & Kim, M. S. (1991). A revised analysis of directives and face: Implications for argument and negotiation. In F. H. Eemeren, R. Grootendorst, J. A. Blair, & C. A. Willard (Eds.), Proceedings of the second international conference on argumentation (pp. 470-480). Amsterdam: SICSAT.