Primary and secondary goals in the production of interpersonal influence messages

Dillard, James Price; Segrin, Chris; HARDEN, J.M. LAIDLAW R.M.

doi:10.1080/03637758909390247

Cited by 265 publications

(233 citation statements)

References 36 publications

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“…Dillard et al (1989) found directness to be one of a small set of critical "perceptual dimensions" of influence messages across several influence studies. Dillard et al define directness as "the extent to which a message makes clear the change that the source is seeking in the target" and suggest that, "directness is a central feature in theories of language use" (p. 30).…”

Section: Research Hypothesesmentioning

confidence: 99%

Identity implications of influence goals: Initiating, intensifying, and ending romantic relationships

Kunkel¹,

Wilson

Olufowote

et al. 2003

Western Journal of Communication

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Abstract:The current work explores the generalizability of a revised analysis of face and facework (Wilson, Aleman, & Leatham, 1998) by investigating the potential face threats that concern young adults as they seek to initiate, intensify, or end romantic relationships. Participants in Study 1 (N = 141 students) read three hypothetical scenarios in which they might attempt to (re)define a romantic relationship, and responded to open-ended questions regarding both parties' identity concerns and emotions. Emergent themes were utilized to develop a questionnaire assessing the extent to which participants in Study 2 (N = 274 students) associated unique potential face threats with initiating, intensifying, or ending romantic relationships, and varied what they said when pursuing these three goals in light of relevant potential face threats. Results indicated that people associate very specific sets of potential face threats with each of the three romantic (re)definition goals. This research advances understanding of how individuals utilize face-management strategies in romantic relationships and offers directions for future research.

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Section: Research Hypothesesmentioning

confidence: 99%

Identity implications of influence goals: Initiating, intensifying, and ending romantic relationships

Kunkel¹,

Wilson

Olufowote

et al. 2003

Western Journal of Communication

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“…That is, when there is a high motivation to maintain rather than terminate the relationship, and the partner knows about the affair, mitigating accounts (i.e., excuses, apologies) are more likely to be presented. Dillard, Segrin, and Harden (1989) explained that one's primary goal of changing another's behavior is influenced by the secondary goals of maintaining the relationship. When asked to recall and write the dialogue of a persuasion attempt, participants' concern for the relationship was associated with the use of positive messages.…”

Section: Deception In Health Interactionsmentioning

confidence: 99%

Overcoming Truth Telling as an Obstacle to Initiating Safer Sex: Clients and Health Practitioners Planning Deception During HIV Test Counseling

Mattson

Roberts²

2001

Health Communication

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This article considers how deception, as a strategy for handling delicate interpersonal situations, is raised and responded to during HIV pretest counseling sessions. Two cases are presented in which clients (CLs) formulate extrarelational sexual encounters as potential obstacles to initiating safer sex practices with long-term relational partners (because reinitiating safer sex with such partners would entail admission of the extrarelational encounters). Close analysis of spoken interaction reveals that CLs display their resistance to initiating safer sex by animating, through hypothetical dialogue, their long-term partners' requests for explanation of the disruption in their usual intimate behaviors; health practitioners attempt to overcome this obstacle of "truth telling" by suggesting deception in its place. This study extends current understandings of the formulation and planning of deceptive messages in the course of actual health promotion interactions. The implications of this investigation suggest that deception may pose a viable, albeit controversial, option when promoting disease prevention behaviors, especially in delicate interpersonal interactions such as not wanting to admit an extrarelational affair.

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“…IIT builds on Dillard's (1990Dillard's ( , 2004) GPA model as well as Brown and Levinson's (1987) politeness theory. Like the latter theory, IIT assumes that face is composed of two basic wants: the desire to have one's attributes and actions approved of by significant others (positive face) and the desire to maintain autonomy and be free from unnecessary constraints (negative face).…”

Section: Identity Implications Of Relational (Re)definitionmentioning

confidence: 99%

“…Dillard et al (1989) propose five secondary goal categories: identity, conversation management, personal resource, relational resource, and arousal management goals. Schrader and Dillard (1998) had college students read a scenario illustrating the primary goal of relational initiation, escalation, or de-escalation, recall a similar situation from their own lives, and rate the importance of the primary goal and the five secondary goals in their recalled situation.…”

mentioning

confidence: 99%

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Identity Implications of Relationship (Re)Definition Goals

Wilson

Kunkel

Robson

et al. 2008

Journal of Language and Social Psychology

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Identity implications theory (IIT) is applied to analyze how young adults manage identity concerns associated with the goals of initiating, intensifying, and disengaging from romantic relationships. Participants wrote their responses to one of six hypothetical romantic (re)definition scenarios, indicated whether they actually would pursue the relational goal if their scenario were real, and rated degree of threat to both parties' face. Responses were coded for positive and negative politeness strategies. Participants in different relational goal conditions perceived different face threats, varied in their likelihood of pursuing the relational goal, and employed different politeness strategies. Relationship (re)definition goal also moderated associations between perceived face threats and goal pursuit as well as politeness strategies. The findings show how multiple goal theories such as IIT can be applied to situations where relational goals are primary as well as how, to varying degrees, identity concerns shape and constrain how young adults pursue relational (re)definition goals.

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Primary and secondary goals in the production of interpersonal influence messages

Cited by 265 publications

References 36 publications

Identity implications of influence goals: Initiating, intensifying, and ending romantic relationships

Identity implications of influence goals: Initiating, intensifying, and ending romantic relationships

Overcoming Truth Telling as an Obstacle to Initiating Safer Sex: Clients and Health Practitioners Planning Deception During HIV Test Counseling

Identity Implications of Relationship (Re)Definition Goals

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