Perspectives on Persuasion, Social Influence, and Compliance Gaining

By John S. Seiter, R. Gass. 2003

94 citations recorded by the source corpus.

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“Guys Can't Say That to Guys”: Four Experiments Assessing the Normative Motivation Account for Deficiencies in the Emotional Support Provided by Men (2005, methodology): “Interaction goals reflect what people want to accomplish in a situation (Dillard, 2004), and are used as contexts for judging the appropriateness or suitability of behavior (Berger, 1997).”
Stereotypes About Gender and Science (2016, result): “These findings are consistent with other research, showing that men have greater resistance to female influence and agency (Carli, 2001, 2004, 2015).”
Ingratiation and Gratuity: The Effect of Complimenting Customers on Tipping Behavior in Restaurants (2007, background): “For example, Seiter and Gass (2004) noted that although investigations of influence tactics’ effectiveness in real-world contexts can help to inform theory and research in persuasion, too often scholars have focused on strategy preferences or strategy selection while neglecting to examine actual…”
A Tale of Two Voices: Relational Dialectics Theory (2004, background): “…I have continued to bring a carnivalesque eye to reconceptualize such processes as commitment (Sahlstein & Baxter, 2001) and social influence (Baxter & Bylund, 2004) along dialogic lines, the move to the carnivalesque also obligates scholars to adopt a critical sensibility and examine how it…”