Goal complexity and the perceived competence of interpersonal influence messages

Schrader, David C.

doi:10.1080/10510979909388486

Cited by 5 publications

(3 citation statements)

References 39 publications

(51 reference statements)

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“…Each of the 13 compliance gaining goals differs uniquely from others in its face threat, behavioral constraint, and/or arrangements of compliance gaining behaviors sufficient to support Dillard's (1997;Dillard et al, 2002) call for treating the goals separately rather than as a single group. Although focusing on constellations of important primary and secondary goals rather than on face threats, constraints, and behavioral arrangements, research on compliance gaining goal structure complexity (see, e.g., Dillard & Solomon, 2000;Schrader, 1999;Schrader & Dillard, 1998) reaches a similar conclusion: Distinguishing compliance gaining goals from each other might be more valuable than treating them as if they are alike when they are not.…”

Section: Discussionmentioning

confidence: 99%

A Goal-Directed Approach to Gaining Compliance

Kellermann

2004

Communication Research

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This research examines how particular face threats intrinsic to compliance gaining goals constrain compliance gaining behaviors, finding that (a) threats to certain negative and positive face wants differentiate compliance gaining goals from each other; (b) compliance gaining goals are distinct from each other in their arrangements of the number and kind of both appropriate and inappropriate, and efficient and inefficient, compliance gaining behaviors, particularly the goals of stopping an annoying habit, getting a date, asking a favor, and ending a relationship; and (c) a compliance gaining goal's restriction of cointeractants' autonomy accounts for differences in which compliance gaining behaviors are judged more and less appropriate, and which more and less efficient, for different compliance gaining goals. Although compliance gaining goals differentially threaten aspects of both negative and positive face, a goal's autonomy restriction, although not its negative affect potential, relates systematically to the appropriateness and efficiency arrangements of compliance gaining behaviors.

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Section: Discussionmentioning

confidence: 99%

A Goal-Directed Approach to Gaining Compliance

Kellermann

2004

Communication Research

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“…Goal complexity refers to the pursuit of more than one performance goal by an employee (Schrader 1999). While most accounting studies examine single goal settings, in practice managers must often balance multiple goals (Mate ˇjka 2018).…”

Section: Goal Complexitymentioning

confidence: 99%

“…The presence of multiple goals requires trade-offs based on the amount of effort directed toward each goal (Mate ˇjka 2018). As the number of goals that an employee is responsible for attaining increases, the level of goal complexity increases (Schrader 1999). Two management accounting articles examine how goal complexity impacts effort toward each goal.…”

Section: Goal Complexitymentioning

confidence: 99%

Revisiting the Impact of Goals on Affect and Effort*

Lane

2021

Accounting Perspectives

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Performance goals are one of the most prevalent management controls used in practice to address motivational concerns. Goals influence employees' affective state by enabling them to evaluate their performance against a standard and determine if their performance is satisfactory. The objective of this paper is to understand and extend the current management accounting literature on goals and their effect on employee effort via affect. I address this objective in three ways. First, I conduct a systematic review of the management accounting literature to determine what we know about goals and determine if the literature acknowledges the important effects that goals have on affect. From the literature review, I note the paucity of research that examines the affective consequences of using performance goals. Second, I discuss some of the prominent theories from psychology that explain the relationship between goals and affect and provide suggestions for research questions. Third, I develop an experimental manipulation using online participants to demonstrate that goal attainment and goal failure lead to significant positive and negative affective reactions, respectively. By sharing my research method, I provide a starting point that accounting researchers can employ to examine how affect can influence effort, which has an important causal linkage with performance outcomes.

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Lobbying: fantasy, reality or both? A health care public policy case study

Terry

2001

Journal of Public Affairs

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This paper provides a theoretical explanation for lobbying as interpersonal rhetorical communication based on the tenets of symbolic convergence theory (SCT). SCT is a general theory of communication in the symbolic interactionism paradigm. Nowhere in the extant communication literature, including the scholarly public relations research, is lobbying explicated in this way. This paper utilises a health care public policy case study to illustrate SCT in lobbying practice. The emphasis here is on how lobbyists use homo narrans, or human storytelling, in influential face‐to‐face information exchange with public policy decision makers to be persuasive on behalf of their clients. The ultimate aim of this paper is to build the current body of theoretical and practical knowledge about lobbying, to advance more positive perceptions of lobbyists and lobbying and to improve the practice of lobbying in producing effective public policy outcomes. Copyright © 2001 Henry Stewart Publications

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Goal complexity and the perceived competence of interpersonal influence messages

Cited by 5 publications

References 39 publications

A Goal-Directed Approach to Gaining Compliance

A Goal-Directed Approach to Gaining Compliance

Revisiting the Impact of Goals on Affect and Effort*

Lobbying: fantasy, reality or both? A health care public policy case study

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