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Selected Works of Megumi Hosoda
Article
The Use of Influence Tactics in Persuasion
Journal of Social Psychology (1994)
  • Herman Aguinis, University of Colorado, Denver
  • Mitchell S. Nesler, University at Albany, State University of New York
  • Megumi Hosoda, University at Albany, State University of New York
  • James T. Tedeschi, University at Albany, State University of New York
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Abstract
American undergraduates (N = 154) were presented with vignettes in which a downward influence situation was described, together with conditions of (a) the types of jobs of the agent and target of the influence situation, (b) the role identities of the actors, and (c) the goal of the actor attempting to influence the target. Confirmatory factor analysis was used to test the hypothesis that the preference order for influence tactics would be invariant across situations (cf. Rule, Bisanz, & Kohn, 1985). The likelihood and relative degree to which the influence tactics were predicted to be used were similar across situations, providing support for the schema-based notion of a “persuade package.”
Disciplines
Publication Date
1994
DOI
10.1080/00224545.1994.9712193
Publisher Statement
SJSU users: use the following link to login and access the article via SJSU databases.
Citation Information
Herman Aguinis, Mitchell S. Nesler, Megumi Hosoda and James T. Tedeschi. "The Use of Influence Tactics in Persuasion" Journal of Social Psychology Vol. 134 Iss. 4 (1994) p. 429 - 438 ISSN: 0022-4545
Available at: http://works.bepress.com/megumi-hosoda/11/