A TRANSACTIONAL ANALYSIS OF COMPLIANCE-GAINING BEHAVIOR

This study investigated how persuasive agents modify their compliance-gaining message strategy selection when they are confronted with noncompliant male and female persuasive targets in a variety of relational contexts. Based on instrumental learning theory, it was hypothesized that persuasive agents in noninterpersonal contexts would respond to noncompliant persuasive targets by increasing their preference for punishment-oriented message strategies and decreasing their preference for reward-oriented message strategies, whereas persuasive agents in interpersonal contexts would increase their preference for reward and punishment-oriented message strategies. Results confirmed the hypothesis. Moreover, males were expected to respond to noncompliant persuasive targets with more punishment-oriented strategies than females, and females were expected to use more rewarding strategies to secure compliance from noncompliant persuasive targets. However, results indicated that females responded to noncompliant persuasive targets with more punishment and reward-oriented strategies than males. Results also showed that the effects of persuasive agents' gender on message selection is mediated by the gender of persuasive targets and the duration of the relational consequences.     

ADOLESCENTS' PERCEPTION OF POLYGAMOUS FAMILY AND ITS RELATIONSHIP TO SELF-CONCEPT

This study investigated children's perception of the degree of affection present in their monogamous/polygamous families and assessed the influence of the perception on the subjects' self-concepts. It also examined the relationship of polygamy/monogamy to children's self-concepts. A total of 308 adolescents (134 from polygamous families and 174 from monogamous families) in eight secondary schools in Oyo State, Nigeria filled out a questionnaire and Akinboye's (1975) self-concept inventory. The subjects' assessment of their families was categorized into “secure ”and “insecure”. The results indicated that self-concept significantly correlated with the subjects' assessment of their families as “secure ”or “insecure”. Self-concept was also significantly related to the family being polygamous or monogamous. Family structure (polygamy/monogamy), however, showed no significant correlation with children's perception of their family as “secure ”or “insecure”.     

Parental Behavior and Vocational Choice: A Comparison of Counselors and Engineers

This study compared the perceived parental behavior characteristics of 41 counselors in training and 33 fifth-year engineering students in a test of a part of Roe's vocational choice theory, which suggests dichotomous pattern of vocational choice: “toward persons” (e.g., counseling) or “toward nonpersons” (e.g., engineering) categories that will have been determined by the nature of the early childhood socialization process. In essence, a person who has experienced a warm loving home situation is more likely to enter a “toward persons” occupation and an individual whose parent-child relationship was emotionally cold will most likely gravitate toward a “toward nonpersons” occupation. Both groups were administered the Parent-Child Relations Questionnaire developed by Roe and Siegelman. The findings lend considerable support to Roe's theory.     

Good News-Bad News: Affective and Interpersonal Effects1

News broadcasts conveying “good news” or “bad news” were played to subjects who subsequently made evaluative responses of anonymous others. The news broadcasts were shown to differentially elicit positive and negative affective responses and to affect subjects' evaluations of others. Additionally, reported affect was shown to be positively related to those interpersonal evaluations.     

伪装情绪的人际影响及其作用机制

伪装情绪是指在情绪交互的过程中, 人们展现实际不存在的积极或消极情绪, 放大亦或是压抑原本的情绪。伪装情绪是一种策略选择的结果, 表现者所展现的情绪在当下可能并未发生, 但却能在某种程度上令人信服。目前关于伪装情绪的研究比较分散, 对于伪装情绪人际影响及其作用机制还存在着一定争议。现有文献多从博弈过程、亲社会行为情境、组织情境和领导效果四个方面对伪装情绪的人际效应进行探讨, 其中相关的机制包括情绪接受者的情感反应及“以己度人”的内心过程。未来的研究可以从情绪接受者、群体伪装、伪装情绪效价、认知神经机制以及文化等方面, 对伪装情绪展开深入系统性的研究。     

Interpersonal comparison versus persuasive argumentation: A more direct test of alternative explanations for group-induced shifts in individual choice

One class of theories explains group induced shifts in individual choice in terms of interpersonal comparison process. By comparing himself with others a member finds out that his position is uncomfortably discrepant, e.g., he is overly “cautious” or overly “risky”. Knowledge of this discrepancy presumably is necessary and sufficient to induce him to change his initial choice. Another class of theories holds that merely knowing one is different from others is unimportant. Shifts in choice occur because during discussion a member is exposed to persuasive arguments which prior to discussion were not available to him. Thus, if in a factorial design one independently varied (a) the number of others' choices available for comparison and (b) the number of arguments others presented in support of these choices, interpersonal comparison theories would predict the magnitude of the shift to be a function of (a) and not of (b), while theories of persuasive argumentation would predict the opposite. When such an experiment was performed the only reliable main effects were based on the number of arguments, (b), as predicted by persuasive arguments. In no instance did effects involving (a) approach significance.     

THE EFFECT OF COMMUNICATION APPREHENSION AND SITUATION ON COMMUNICATION STRATEGY CHOICES

Volunteer undergraduate students were administered a questionnaire that assessed their perceptions of the probable use of certain persuasive strategies in a given situation and measured their level of communication apprehension. Data were analyzed to test hypotheses concerning the effects of communication apprehension and type of situation on the use of persuasive strategies. Data confirmed the impact of situation on strategy selection but failed to demonstrate the effect of communication apprehension or an interaction between communication apprehension and situation on strategy use. Implications for communication apprehension and communication competence were offered.     

The Essentialized Self: Implications for Motivation and Self‐Regulation

Persuasion attempts are more likely to stick and less likely to be counterargued if they fit the ways people naturally make sense of themselves and their world. One way to do that is to yoke persuasion to the social categories people experience as “true” and “natural.” Gelman and Echelbarger's (2019) integrative review of essentialism outlines the emergence of essentialism in children's reasoning. Connecting their discussion with identity‐based motivation theory (D. Oyserman, 2015) and a culture‐as‐situated cognition (D. Oyserman, 2017) perspective, this commentary addresses how an essentialized self can facilitate or impair motivation and self‐regulation and potentiate or undermine persuasive efforts.     

跨期选择的变易程度正向预测中华文化圈国民的自评扛疫成效：亚非欧美大洋洲18国跨国研究

跨期选择是对不同时间点的得失的权衡与选择。伊索寓言《蚂蚁和蚱蜢》假借群居型昆虫的跨期选择偏爱暗喻投资未来的慢策略比只顾眼前的快策略更利于生存。用跨期选择领域通用的语言解读这一寓言便是：选择大而迟选项的蚂蚁比选择小而早选项的蚱蜢更可能扛过严冬而生存下来。为了探索何种跨期选择策略更有助于我们扛过疫情,本研究调查了亚非欧美大洋洲这5大洲18个国家共计26355名受测者对混合得失双结果的跨期选择偏爱,测量了人们平时和疫时跨期选择偏爱的变易程度(2类变易的程度指标),以及人们自评的扛疫成效。跨文化比较结果的主要发现是：不同通货的选择变易程度(指标1)和不同时期的选择变易程度(指标2)能联合预测中国/新加坡文化圈国民的自评扛疫成效;不同时期的选择变易程度(指标2)也可以单独预测印度/马来西亚/菲律宾/尼日利亚文化圈国民的自评扛疫成效;这2类选择偏爱变易的程度指标不能预测其他文化圈国民的自评扛疫成效(或者预测方向和假设相反)。基于易经“穷则变,变则通”的要旨和跨国比较的发现,我们认为：面临历史危机时善于变通的特长抑或成就了中华民族特有的竞争优势;在应对危机时,与中国文化距离越相近的国家或民族抑或也能...     

Depressive Symptoms,Criticism, and Counter‐Criticism in Marital Interactions

Although people with depressive symptoms face criticism, hostility, and rejection in their close relationships, we do not know how they respond. Following interpersonal theories of depression, it might be expected that depressive symptoms would be associated with a tendency to receive and also to express criticism toward one's spouse, and that at least some of this criticism would be a contingent response to criticism received (i.e., “counter‐criticism”). However, other research has determined that depressive symptoms/behaviors suppress partner criticism, suggesting that depressed people might respond to partner criticism similarly, by subsequently expressing less criticism. In a sample of 112 married couples, partial correlations, regressions, and Actor‐Partner Interdependence Modeling indicated that lower criticism and counter‐criticism expression during a laboratory marital interaction task was associated with higher depressive symptoms, especially when such individuals were clinically depressed. Furthermore, during a separate and private Five‐Minute Speech Sample, lower criticism by partners was associated with higher depressive symptoms, especially when those who chose the interaction topic were also clinically depressed. All analyses controlled for relationship adjustment. These results suggest that spouses with higher depressive symptoms and clinical depression diagnoses may be suppressing otherwise ordinary criticism expression toward their nondepressed partners; furthermore, nondepressed partners of depressed people are especially likely to display less criticism toward their spouse in a private task.     

Soft Meaning and Sincerity in the Family System

The concept of “sincerity” is often dismissed as being irrelevant to the understanding of families as systems, since sincerity is seen as a linear, intrapsychic construct. This paper makes the opposite argument. Much family communication involves a particular kind of “soft” meanings. Such meanings are flexible and open to varied interpretation, but their use is nevertheless framed by social rules. Sincerity rules function as social agreements to refrain from manipulating “soft” meaning in particular ways. The expectation that family members are (or are not) likely to communicate sincerely is a crucial systems property, altering both the interpersonal strategies and relationship structures that are likely to emerge within families. The analysis of soft meaning developed in this paper suggests new ways of understanding the rich, tangled, sometimes paradoxical communication typical of families. However, a number of premises frequently associated with family systems theory must be abandoned before a clear analysis of family communication can proceed.     

Consumer perception of salesperson influence strategies: an examination of the influence of consumer goals

• Consumers regularly interact with retail salespeople in order to make purchases across a wide range of products and services. Retail sales encounters occur on a daily basis yet we know little about these complex interactions, especially from the consumer's perspective in terms of his or her perceptions with regard to these types of persuasive attempts. Understanding consumer perceptions is an important precursor to understanding consumer behavior during retail sales encounters. In three experiments subjects' perceptions of specific influence strategies were measured with regard to the degree of sales‐orientation of each strategy. Support was found for hypotheses that proposed that certain influence strategies would be perceived as significantly more sales‐oriented than others and that the interaction of consumer goals with salesperson influence would affect how influence strategies are perceived. Willingness to interact with and purchase from a salesperson using specific influence strategies was also examined in order to shed light on how the use of specific influence strategies is likely to affect consumers' intentions.

Copyright © 2006 John Wiley & Sons, Ltd.     

AN EXAMINATION OF IMPRESSION MANAGEMENT USE AND EFFECTIVENESS ACROSS ASSESSMENT CENTER EXERCISES: THE ROLE OF COMPETENCY DEMANDS

We report 2 studies that examine how promotional candidates use verbal and nonverbal impression management (IM) tactics across several structured assessment center exercises that differ in the competency demands they place on candidates. Based on the competency-demand hypothesis ( Shoda, Mischel, & Wright, 1993a, 1993b ), it was predicted that IM use would occur most frequently and have the strongest effects on assessor evaluations in exercises that place greater demands on candidates' interpersonal skills than in exercises that depend primarily on technical skills. In both studies, IM tactics were generally used more frequently and there was more variability in IM use for those exercises requiring candidates to display interpersonal competencies (i.e., the role-plays and mock presentation) relative to the exercise that did not (i.e., the tactical exercise). The relationship between IM use and assessor evaluations was also influenced by the competencies assessed by the exercises, and IM use related to both interpersonal and noninterpersonal ratings of performance.     

“Sandwiched generation” couples: A cross-cultural,cross-gender comparison

Maintaining a job while managing family responsibilities has become a major issue for much of today's workforce. Working couples who care both for dependent children and aging parents constitute a fast growing and understudied group called “the sandwiched generation.” Because of their multiple roles, these workers tend to be highly stressed and likely to have burnouts. The article presents the results of an exploratory study that compared 40 Israeli “sandwiched generation” couples living on a kibbutz, 80 Israeli couples living in small towns and 75 American men and women. The methodology involved a self-report questionnaire that included measures of social support, work–family conflict (WFC) and burnout. The findings revealed both cross-cultural and cross-gender differences: Americans reported higher WFC than Israelis whereas Israelis reported higher family–work conflict (FWC) than Americans. In addition, men received more support from their spouse than women with both work and family problems, Israelis received more help from their spouse with both home and work problems than Americans, and Israeli kibbutz members received more help from their spouse with both home and work problems than Israeli city dwellers. Support from the spouse for both work and home problems was found to be negatively correlated with burnout. These findings, as tentative as they are, demonstrate the theoretical and practical importance of studying “sandwiched generation” couples.     

Caregiving in the close relationships of cardiac patients: Exchange,power, and attributional perspectives on caregiver resentment

Individuals with a cardiac condition and their spousal caregivers were recruited from cardiac rehabilitation centers and interviewed separately. Based on exchange theory, it was expected that greater caregiver resentment would be associated with feeling underbenefited in the relationship and with an orientation to relationships that did not focus on the needs of the partner (communal), but did focus on “tit-for-tat” reciprocity (exchange). It was also expected that those caregivers who were more likely to get their needs satisfied in the relationship before the cardiac incident would be more resentful at giving care. Finally, based on attributional theory, it was predicted that caregivers who thought that their spouses were not taking responsibility for improving their health would be more resentful. As predicted, more resentful caregivers were those who felt underbenefited, were more exchange oriented, and judged that their partners were not working toward improving their health. In addition, only those with a low communal orientation toward their spouse showed a relationship between feeling underbenefited and resentment. The needs centrality prediction was not supported. The findings illustrate the utility of applying theories developed in the close relationship area to the understanding of caregiving with chronically ill populations.     

A Preliminary Outline for a Fantasy Projection Technique as a Clinical Instrument

This paper considers the effects of an initial period of “forced” nonconformity on commitment to an independent position in later trials of an Asch-type experiment. Nonconformity was “forced” in the sense that experimental subjects' choices were made to appear deviant by manipulation of the choices of the fictitious discrepant majority who “responded” after experimental subjects. Compared with control subjects who did not experience initial forced deviation, experimental subjects conformed significantly less during a subsequent block of trials where response order was reversed, thereby allowing them to know the choices of the fictitious majority before giving their choice. When the experiment was interpreted within a symbolic interactionism framework, it was hypothesized that two forms of commitment to an independent position, self-commitment and group-commitment, might follow initial “nonconforming” behavior in the group. Data from postsession interviews suggest self-expectations to be more important than imputed group-expectations in the development of a commitment to an independent position.     

Symptom Bearer as Marital Distance Regulator: Clinical Implications

Certain families experience conflict in regulating their interpersonal distance because they are afraid of separation and intimacy. A couple that lives in the shadow of this double-ended catastrophe may triangle in a “go-between” to bring them together if they get too far apart, or separate them when they are too close. Ambivalence about the couple's relationship predisposes a family member, often an in-law or child, to be recruited to this role. The “go-between's” ambivalence then becomes the couple's homeostat, and symptoms are likely to appear in this individual. Implications for family therapy are illustrated by the through a full-length case study.     

婚姻冲突、应对策略及其与婚姻满意度的关系

探讨婚姻冲突、应对策略、婚姻满意度的特点及其关系。采用方便取样,选取辽阳市已婚完整家庭1～10年的夫妻620对进行问卷调查。结果表明：1）夫妻报告的前三项冲突是：家务琐事、不良习惯和交流解决问题方面。在家务琐事、交流解决问题和孩子方面,妻子报告的冲突显著多于丈夫;妻子报告的双方回避应对显著多于丈夫;2）人际关系冲突和工作方面的冲突分别对妻子和丈夫的婚姻满意度有显著预测作用;双方都报告人际关系方面的冲突对对方婚姻满意度有显著预测作用,但妻子报告的人际关系冲突对丈夫婚姻满意的预测作用更大;3）自己和对方的应对策略在妻子报告的冲突与婚姻满意中起完全中介作用,在丈夫报告的冲突与婚姻满意中起部分中介作用。