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Although previous studies of the foot-in-the-door and the door-in-the-face techniques of interpersonal influence have established the effectiveness of these sequential request strategies, communication researchers have not discovered an adequate conceptual framework for explaining their compliance-enhancing properties. The present study tests the perceptual contrast explanation for sequential request efficacy. Compared with nonsequenced critical requests (i.e., controls), substantially higher compliance with various types of requests was obtained through the use of the foot-in-the-door and the door-in-the-face techniques, but measures of underlying cognitions failed to reveal significant anchoring effects as would be predicted by a perceptual contrast model. Limitations are discussed and suggestions for future research are offered. 相似文献
624.
Work satisfaction in the Soviet Union is examined by reviewing original research of several prominent Russian authors during the period 1959 to the present. This research is introduced by examining the translated works of a noted U.S. economist. Some limited comparisons are made to U.S. studies of similar phenomenon. 相似文献
625.
This paper presents the elements of a theory of measurement for communication and cognitive processes, along with specific operationalization of rules and procedures. Longitudinal data taken from a large sociology department are presented to illustrate the use of the method and show its relationship to commonly used procedures. These data show that the new procedures provide scales whose precision of measurement exceeds typical practice while at the same time saving considerable time and effort. 相似文献
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Portions of three previous studies relating individual differences in employee satisfaction and one study relating Management Communication Style (MCS) to employee satisfaction were replicated across four organizational contexts. Major findings were supportive of the generalizability of the results observed in the previous studies. The interface of superior-subordinate relations and their impact on employee satisfaction were examined through perceptions of employees with regard to the MCS of upper management and the task behaviors (supervision and administration) of their immediate superiors. Results were supportive of the MCS conceptualization and indicated that MCS of immediate superior and MCS of upper management had their primary impact on different dimensions of employee satisfaction. Perceptions of superiors' task behaviors were found to have different impact on employees satisfaction for different organizational contexts. Variability in employee satisfaction predictable from individual employee differences and that predictable from superior-subordinate interface were found to have little overlap. It is recommended that both the individual differences (trait) and superior-subordinate interface (situational) approaches to the study of communication in organizational contexts be continued since the two generate independent predictions of unique variance. 相似文献
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