Goal structures and interpersonal influence

Communication Studies

Volumn 49, Issue 4, 1998, Pages 276-293

  Schrader, David C ^a   Dillard, James Price ^b  

^a OKLAHOMA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF WISCONSIN MADISON   (United States)

Author keywords

goal structures; goal types; influence goals; Interpersonal influence; primary goals; secondary goals

Indexed keywords

EID: 85066206597     PISSN: 10510974     EISSN: 17451035     Source Type: Journal    
DOI: 10.1080/10510979809368538     Document Type: Article

References (43)

1. Aldenderfer, M. S., and Blashfield, R. K., 1984. Cluster analysis, Newbury Park, CA: Sage.
2. Austin, J. T., and Vancouver, J. B., 1996. Goal constructs in psychology: Structure, process, and content. Psychological Bulletin, 120: 338-375.
3. Beach, L. R., 1985. “ Action: Decision implementation strategies and tactics ”. In Goal directed behavior: On the concept of action in psychology, Edited by: Frese, M., and Sabini, J., 123-133. Hillsdale, NJ: Erlbaum.
4. Berger, C. R., 1985. “ Social power and interpersonal communication ”. In Handbook of interpersonal communication, Edited by: Knapp, M. L., and Miller, G. R., 439-499. Beverly Hills, CA: Sage.
5. Berger, C. R., 1995. “ A plan-based approach to strategic communication ”. In The cognitive bases of interpersonal communication, Edited by: Hewes, D. E., 141-179. Hillsdale, NJ: Lawrence Erlbaum Associates.
6. Berger, C. R. 1997. “ Producing messages under uncertainty ”. In Message production: Advances in communication theory, Edited by: Greene, J. O., 221-244. Mahwah, NJ: Lawrence Erlbaum.
7. Boster, F. J., 1995. “ Commentary on compliance-gaining message behavior research ”. In Communication and social influence processes, Edited by: Berger, C. R., and Burgoon, M., 91-114. East Lansing, MI: Michigan State University Press.
8. Canary, D.J., Cody, M.J., and Marston, P.J., 1986. Goal types, compliance-gaining and locus of control. Journal of Language and Social Psychology, 5: 249-269.
9. Cody, M.J., Canary, D.J., and Smith, S. W., 1994. “ Compliance-gaining goals: An inductive analysis of actor's goal types, strategies, and successes ”. In Communicating strategically, Edited by: Wiemann, J., and Daly, J., 33-90. Hillsdale, NJ: Erlbaum.
10. Cody, M. J., Greene, J. O., Marston, P. J., O'Hair, H. D., Baaske, K. T., and Schneider, M. J., 1986. “ Situation perception and message strategy selection ”. In Communication yearbook, Edited by: McLaughlin, M. L., Vol. 9, 390-420. Beverly Hills, CA: Sage.
11. Dillard, J. P., 1989. Types of influence goals in personal relationships. Journal of Social and Personal Relationships, 6: 293-308.
12. Dillard, J. P., 1990b. “ A goal-driven model of interpersonal influence ”. In Seeking compliance: The production of interpersonal influence messages, Edited by: Dillard, J. P., 41-56. Scottsdale, AZ: Gorsuch Scarisbrick.
13. Dillard, J. P., 1997. “ Explicating the goal construct: Tools for theorists ”. In Message production: Advances in communication theory, Edited by: Greene, J. O., 47-70. Mahwah, NJ: Lawrence Erlbaum.
14. Dillard, J. P., and 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.
15. Dillard, J. P., Segrin, C., and Harden, J. M., 1989. Primary and secondary goals in the production of interpersonal influence messages. Communication Monographs, 56: 19-38.
16. Greene, J. O., 1997. “ A second generation action assembly theory ”. In Message production: Advances in Communication Theory, Edited by: Greene, J. O., 151-170. Mahwah, New Jersey: Lawrence Erlbaum.
17. Greene, J. O., and Lindsey, A. E., 1989. Encoding processes in the production of multiple-goal messages. Human Communication Research, 16: 120-140.
18. Greene, J. O., Lindsey, A. E., and Hawn, J.J., 1990. Social goals and speech production: Effects of multiple goals on pausal phenomena. Journal of Language and Social Psychology, 9: 119-133.
19. Hoffman, C., Mischel, W., and Mazze, K., 1981. The role of purpose in the organization of information about behavior: Trait-based versus goal-based categories in person cognition. Journal of Personality and Social Psychology, 40: 211-225.
20. Hunter, J. E., and Boster, F. J., 1987. A model of compliance-gaining message selection. Communication Monographs, 54: 63-84.
21. Klinger, E., 1985. “ Missing links in action theory ”. In Goal directed behavior: The concept of action in psychology, Edited by: Frese, M., and Sabini, J., 134-160. Hillsdale, NJ: Erlbaum.
22. Lustig, M., and King, S. W., 1980. The effect of communication apprehension and situation on communication strategy choices. Human Communication Research, 7: 74-82.
23. Meyer, J. R., 1990. “ Cognitive processes underlying the retrieval of compliance-gaining strategies: An implicit rules model ”. In Seeking compliance: The production of interpersonal influence messages, Edited by: Dillard, J. P., 57-73. Scottsdale, AZ: Gorsuch Scarisbrick.
24. Meyer, J., 1994. Effect of situational features on the likelihood of addressing face needs in requests. Southern Journal of Communication, 59: 240-254.
25. Meyer, J. R., 1997. “ Cognitive influences on the ability to address interaction goals ”. In Message production: Advances in communication theory Edited by: Greene, J. O., 71-90.
26. Miller, N., 1959. “ Liberalization of basic S-R concepts: Extensions to conflict behavior, motivation, and social learning ”. In Psychology: A study of science, Study, Edited by: Koch, S., Vol. 1, 198-292. New York: McGraw-Hill.
27. Newell, S. E., and Stutman, R. K., 1988. The social confrontation episode. Communication Monographs, 55: 266-285.
28. O'Keefe, B.J., and McCornack, S. A., 1987. Message design logic and message goal structure: Effects on perceptions of message quality in regulative communication situations. Human Communication Research, 14: 68-92.
29. Roloff, M. E., and Barnicott, E. F., 1978. “ The situational use of pro- and antisocial compliance-gaining strategies by high and low Machiavellians ”. In Communication yearbook, Vol. 2, 193-208. New Brunswick, NJ: Transaction.
30. Rule, B. G., and Bisanz, G. L., Goals and strategies of persuasion: A cognitive schema for understanding social events. Social influence: The Fifth Ontario Symposium on Personality and Social Psychology. Edited by: Zanna, M., Olsen, J., and Herman, P., pp. 185-206. Hillsdale, NJ: Erlbaum.
31. Rule, B. G., Bisanz, G. L., and Kohn, M., 1985. Anatomy of a persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48: 1127-1140.
32. Samp, J. A., and Solomon, D. H., 1998. Communicative responses to problematic events I: Goals and strategies. Communication Research.
33. Schrader, D. C., Appropriateness and effectiveness judgments of interpersonal influence messages: The effects of goal complexity. Paper presented at the joint Central/Southern States convention. St Louis, MO.
34. Seibold, D. R., Cantrill, J. G., and Meyers, R. A., 1994. “ Communication and interpersonal influence ”. In Handbook of interpersonal communication, Edited by: Knapp, M. L., and Miller, G. R., 542-588. Newbury Park, CA: Sage.
35. Shepherd, G.J., 1992. Communication as influence: Definitional exclusion. Communication Studies, 43: 203-219.
36. Sokal, R., and Michener, C. D., 1958. A statistical method for evaluating systematic relationships. University of Kansas Scientific Bulletin, 38: 1409-1438.
37. Vallacher, R. R., and Wegner, D. M., 1985. A theory of action identification, Hillsdale, NJ: Lawrence Erlbaum.
38. Waldron, V. R., 1990. Constrained rationality: Situational influences on information acquisition. Communication Monographs, 57: 184-201.
39. Waldron, V. R., 1997. “ Toward a theory of interactive conversational planning ”. In Message production: Advances in Communication Theory, Edited by: Greene, J. O., 195-220. Mahwah, New Jersey: Lawrence Erlbaum.
40. Wilson, E. V., and Zigurs, I., Interpersonal influence goals and computer-mediated communication. Paper presented at the annual meeting of the Academy of Management. San Diego, CA. June.
41. Wilson, S. R., 1990. Development and test of a cognitive rules model of interaction goals. Communication Monographs, 57: 81-103.
42. Wilson, S. R., 1997. “ Developing theories of persuasive message production: The next generation ”. In Message production: Advances in communication theory, Edited by: Greene, J. O., Hillsdale, NJ: Erlbaum.
43. Wilson, S. R., Aleman, C. G., and Leatham, G. B., 1998. Identity implications of influence goals: A revised analysis of face-threatening acts and application to seeking compliance with same-sex friends. Human Communication Research, 25: 64-96.