Attitude change as a function of internal-external control and communicator status1

Ritchie, Elaine; Phares, E. Jerry

doi:10.1111/j.1467-6494.1969.tb01755.x

Cited by 82 publications

(46 citation statements)

References 13 publications

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“…By and large, research concerning locus of control and social influence has focused on the susceptibility of the recipient of influence and his locus of control (e.g., Hjelle, 1970;Ritchie & Phares, 1969). Thus, the present investigation represents a departure from previous work in the area.…”

Section: Discussionmentioning

confidence: 92%

Power to the powerless: Locus of control and the use of power.

Goodstadt

Hjelle²

1973

Journal of Personality and Social Psychology

114

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Internally and externally controlled subjects were given a range of powers with which to supervise three fictitious workers, one of whom presented a supervisory problem. It was found that in dealing with the problem worker, externally controlled subjects (high powerless) used significantly more coercive power (e.g., threat of deduction of points, threat of firing) than did internally controlled subjects (low powerless). In addition, internals relied more on personal persuasive powers than did externals. These results were explained in terms of differential expectancy of successful influence by internals and externals. As in previous studies, the type of supervisory problem also affected the type of power used. A problem of ineptness resulted in greater use of expert power, while a poor-attitude problem evoked more coercive powers,

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Section: Discussionmentioning

confidence: 92%

Power to the powerless: Locus of control and the use of power.

Goodstadt

Hjelle²

1973

Journal of Personality and Social Psychology

114

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“…In the late 1960s and early 1970s, researchers in social psychology began to show that recipient characteristics were important variables within attitude change (e.g., Dean, Austin, & Watts, 1971;Eagly & Warren, 1976;McGuire, 1969;Ritchie & Phares, 1969). In 1981, Heppner and Dixon pointed out that very little attention had been given to recipient characteristics within the social influence process in counseling.…”

Section: Client Variablesmentioning

confidence: 99%

Social influence research in counseling: A review and critique.

Heppner¹,

Claiborn²

1989

Journal of Counseling Psychology

122

125

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This review concerns recent research on counseling as a social influence process. Studies published since 1981 are presented in two groups, according to whether they pertain to the first or second stage of Strong's (1968) influence model, and within these groups, according to the type of methodology used (interview and noninterview analogue studies and field studies) and the variables of interest (counselor, message, and client variables, and combinations of these). Then, the social influence literature as a whole is critically examined as to its methodological and theoretical adequacy. Major criticisms include the low external validity of the research, the disproportionate emphasis of the research on counselor perceptions rather than influence itself, and the weak connection between research and theory. Solutions are proposed for particular methodological problems, and recommendations are made for further research and theory development. The goal of counseling is to help people solve problems and cope with life's difficulties (Fretz, 1982;Heppner, 1978) or, in other words, to help people change. Questions about the change process guide the work of counseling practitioners and researchers alike. For practitioners it is a practical question: "What can I do to help this client to change?" But the scientific A Review of Recent Social Influence ResearchWe thank Monica M. Menne for her tabulations on some of the studies, Rebecca M. Nerison for her editorial assistance, and Joan Rosenberg for her stimulating observations about the influence process in counseling.Correspondence concerning this article should be addressed to P. Paul Heppner, 210 McAlester Hall, Psychology Department, University of Missouri--Columbia, Columbia, Missouri 6521 I. version of the question differs only in its generality and scope: "What can counselors do to help a wide variety of clients change?" Inquiry into the principles and processes of change is at the heart of counseling research and, as these questions show, vital to its link with practice.Social influence theory is one attempt to answer questions about the change process in counseling. Though influence has long been recognized--and denied--as an important part of counseling and psychotherapy (see Pepinsky & Pepinsky, 1954), formal articulation of the social influence point of view probably began with the publication of Frank's (1961) Persuasion and Healing. Research on the influence process in counseling began in the 1960s, undoubtedly stimulated by the attitude change Zeitgeist in social psychology, but also by Journal of Counseliog Psychology, 1989, Vol, 36, No. 3, 365-387 Copyright 1988 by the American Psychological Association, Inc. 0022-0167/89/$00.75 365 366 P. PAUL HEPPNER AND CHARLES D. CLAIBORN such writers as Levy (1963), Goldstein, HeUer, andSechrest (1966), andStrong (1968), all of whom advocated a connection between social psychological and psychotherapeutic research. The rise of social influence theory reflected a disenchantment with the crude outcome research of the ti...

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“…These relationships, viable for the majority, may waver with students having culturally (especially socioeconomically) different backgrounds (1,4,19). Reviews of related research (7 , 15 , 18) suggest that other factors, such as financial assistance (13,16,19), special instruction (5 , 8 , 11), race (3,20), and sex (3,5,20), may be instrumental in student attrition/persistence. Persistence needs to be fostered, in part, through the use of programs designed to help disadvantaged students, not just middle-class students.…”

Section: Discu~ionmentioning

confidence: 97%

“…Ritchie and Phares (13) examined the degree to which internals and externals could be influenced in low prestige and high prestige groups. Externals also evidenced more change in the high prestige groups than they did in the low prestige groups.…”

mentioning

confidence: 99%

Effects of Mutuality of Control Orientation between Leaders and Group Members

Snyder

1978

The Journal of Educational Research

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Attitude change as a function of internal-external control and communicator status1

Cited by 82 publications

References 13 publications

Power to the powerless: Locus of control and the use of power.

Power to the powerless: Locus of control and the use of power.

Social influence research in counseling: A review and critique.

Effects of Mutuality of Control Orientation between Leaders and Group Members

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