Online citations, reference lists, and bibliographies.
← Back to Search

Communicating Influence Attempts In Dyads: Linguistic Sedatives And Palliatives

B. H. Drake, D. Moberg
Published 1986 · Sociology

Cite This
Download PDF
Analyze on Scholarcy
Share
This paper demonstrates the role of linguistic form in effecting compliance patterns in dyads. It is shown how language may be used to sedate a target from thinking about the equity implicit in an influence attempt. Also, a model that indicates how language serves as a palliative in supplementing exchange considerations is developed.
This paper references
10.1086/221564
Social Class and Modes of Communication
L. Schatzman (1955)
10.2307/2392382
Talk as the Work: The Accomplishment of School Administration
Peter C. Gronn (1983)
Universals in language usage: Politeness phenomena
P. Brown (1978)
New directions in attribution research
J. H. Harvey (1976)
10.5465/AMR.1981.4285767
The Ethics of Organizational Politics
G. Cavanagh (1981)
10.1177/001872677502800105
Persuasiveness and Accent-Message Incompatibility
P. Powesland (1975)
10.1111/J.1468-2958.1984.TB00026.X
An investigation of compliance-gaining as politeness.
L. Baxter (1984)
10.2307/1053257
The Functions of the Executive
C. Barnard (1938)
10.1037/H0033379
The semantics of asking a favor: How to succeed in getting help without really dying.
E. Langer (1972)
10.2307/2391555
Organizations in Action
J. D. Thompson (1967)
10.1080/00335637909383470
TOPOI and rhetorical competence
R. Clark (1979)
Script processing in attitude formation and decision making.
R. Abelson (1976)
10.1037/0003-066X.36.7.715
Psychological status of the script concept.
R. Abelson (1981)
10.2307/414298
Language and social psychology
H. Giles (1981)
Speech markers in social interaction
H. Giles (1979)
10.1093/acprof:oso/9780198245537.001.0001
How to do things with words
J. Austin (1962)
10.1037/H0035584
Attribution and the unit of perception of ongoing behavior.
Darren Newtson (1973)
10.1007/978-1-4613-3087-5
Social Exchange: Advances In Theory And Research
K. Gergen (1981)
10.2307/2088120
Friends, Enemies, and the Polite Fiction
T. Burns (1953)
10.2307/2088295
The Human Group
G. Homans (1950)
Linguistic Evidence: Language, Power, and Strategy in the Courtroom
W. O'barr (1982)
10.1037/H0042862
Address in American English.
R. Brown (1961)
10.2307/414069
Metaphors We Live by
J. Lawler (1983)
10.1016/0030-5073(75)90005-7
A vertical dyad linkage approach to leadership within formal organizations: A longitudinal investigation of the role making process
Fred Dansereau (1975)
10.2307/413168
The Sociology of Language: An Interdisciplinary Social Science Approach to Language in Society
G. G. Gilbert (1975)
10.2307/2089106
The Presentation of Self in Everyday Life
E. Goffman (1959)
10.1007/978-94-010-1756-5_9
Hedges: A Study In Meaning Criteria And The Logic Of Fuzzy Concepts
G. Lakoff (1973)
10.2307/1420824
A theory of psychological reactance.
J. Brehm (1981)
Where the action is : three essays
E. Goffman (1969)
10.1111/J.1468-2958.1983.TB00695.X
The Management of Failure Events: Some Contextual Determinants of Accounting Behavior
Margaret L. McLAUGHUN (1983)
10.1515/ling.1975.13.166.11
ACOUSTIC DETERMINANTS OF PERCEPTIONS OF PERSONALITY FROM SPEECH
B. Brown (1975)
10.2307/2068564
Interpersonal Communication: The Social Exchange Approach
M. Roloff (1982)
10.2307/2068062
Language and social knowledge: Uncertainty in interpersonal relations
P. Callero (1982)
10.1037/H0023552
Compliance without pressure: the foot-in-the-door technique.
J. L. Freedman (1966)
10.1080/00335636409382644
The effect of variations in Nonfluency on audience ratings of source credibility
G. Miller (1964)
10.1016/B978-0-08-024696-3.50064-8
Speech Acts, Social Meaning and Social Learning
Susan Ervin-Tripp (1980)
10.2307/2228083
Models of Man.
G. Shackle (1957)
10.1037/0021-9010.65.4.440
Intraorganizational Influence Tactics: Explorations in Getting One's Way
D. Kipnis (1980)
10.2307/2219032
Toward a Linguistic Theory of Speech Acts
B. Comrie (1975)
10.2307/2392349
Power and politics in organizations
Craig C. Lundberg (1980)
10.1016/B978-0-08-024696-3.50050-8
Effects of Speech Rate on Personality Attributions and Competency Evaluations
B. L. Brown (1980)
10.1016/S0065-2601(08)60107-0
From Acts To Dispositions The Attribution Process In Person Perception1
E. Jones (1965)
10.4324/9781315250601-21
Power failure in management circuits.
R. M. Kanter (1979)
10.2307/2108985
The social psychology of groups
J. Thibaut (1959)
10.5465/AMR.1984.4279675
Scripts in Organizational Behavior
D. Gioia (1984)
10.1037/0022-3514.36.6.635
The Mindlessness of Ostensibly Thoughtful Action: The Role of "Placebic" Information in Interpersonal Interaction
Ellen Langer (1978)
10.1017/s0047404500000051
Language and Woman's Place
R. Lakoff (1976)
Speech as a marker of situation
P. Brown (1979)
10.1016/0022-1031(67)90001-7
Negative persuasion via personal insult
R. Abelson (1967)
10.1080/23808985.1982.11678503
Cognitive Schemata and Persuasive Communication: Toward a Contingency Rules Theory
M. J. Smith (1982)
10.4324/9780203792643
Exchange and Power in Social Life
P. Blau (1964)



This paper is referenced by
AN ANALYSIS OF TWO THEORIES
F. N. Brady (2016)
10.1177/0893318904270743
The Interactive Effects of Role Change Goals Andrelational Exchangeson Employee Upward Influence Tactics
J. O. Olufowote (2005)
10.1080/01463379609370021
Exploring the Dimensionality of Positive and Negative Performance Feedback
Deanna Geddes (1996)
10.23860/DISS-CELEBUCKI-CAROLYN-1994
A Longitudinal Study of the Effects of Education on Decision-Making and Satisfaction in Re-Entry Women’s Intimate Relationships
C. C. Celebucki (1994)
10.1177/0149206309344741
Relationships at Work: Toward a Multidimensional Conceptualization of Dyadic Work Relationships
G. R. Ferris (2009)
10.1007/BF02169218
Ethical skill development as an imperative for emancipatory practice
S. Payne (1996)
10.1016/S0749-5978(02)00523-X
What have you done for me lately? Temporal adjustments to favor evaluations
Francis J. Flynn (2003)
‘ Organisation ’ as a linguistic construct
J. Sillince (2001)
10.1111/IOPS.12133
Location, Language, Location: Toward a Better Understanding of Leader‐Performance Relations
Tyree D. Mitchell (2014)
10.5465/AMR.2004.12736093
The Medium and the Message: The Adaptive Use of Communication Media in Dyadic Influence
B. Barry (2004)
10.5465/256421
Ability and Effort Attributions: Do They Affect How Managers Communicate Performance Feedback Information?
Kathleen Dugan (1989)
10.5465/AMR.1988.4307430
Ingratiatory Behaviors in Organizational Settings
R. Liden (1988)
10.1080/03637758909390261
Social structure in leader‐member interaction
G. T. Fairhurst (1989)
10.1177/0893318906298477
Organizational Context and the Discursive Construction of Organizing
J. Sillince (2007)
10.1057/9781137280640_5
The Influential Subordinate: An Oxymoron or a Daily Necessity?
S. Geertshuis (2013)
10.1002/(SICI)1099-050X(199823/24)37:3/4<235::AID-HRM6>3.0.CO;2-X
THE EFFECTS OF LEADER MOTIVATING LANGUAGE ON SUBORDINATE PERFORMANCE AND SATISFACTION
J. Mayfield (1998)
10.1057/ejis.2012.56
Using organizational influence processes to overcome IS implementation barriers: lessons from a longitudinal case study of SPI implementation
O. Ngwenyama (2014)
Power and topic shifts in strategic management argumentation
J. Sillince (1999)
The Elusive Criterion of Fit in Employment Interview Decisions
T. Judge (1991)
10.1111/J.1750-4716.2010.00056.X
Clueless About Culture and Indirect Confrontation of Conflict
J. Brett (2010)
The Noble Eightfold Path of Buddhism for an Effective Leadership
Venerable. Royal Pandith Prof. Medagampitiye Wijithadhamma (2015)
10.1177/001872679004301106
The Definition of Organizational Politics: A Review
Amos Drory (1990)
10.1007/978-3-8349-8287-2_3
Statusverhalten in der Organisation im Spannungsverhältnis von formaler und informaler Hierarchie
Johannes M. Lehner (2009)
10.1080/10714429909368572
Reflections on the organization‐communication equivalency question: The contributions of James Taylor and his colleagues
Gail T. Fairhurst (1999)
10.1108/10444061211218294
Bridging Social Distance in Inter-Cultural Negotiations: 'You' and the Bi-Cultural Negotiator
M. Kern (2012)
10.1080/03637759309376316
The leader‐member exchange patterns of women leaders in industry: A discourse analysis
Gail T. Fairhurst (1993)
Direct or Polite? Antecedents and Consequences of How Employees Express Voice.
Chak Fu Lam (2013)
10.1016/J.TECHFORE.2012.08.015
Scenarios as channels of forecast advice
D. Önkal (2013)
10.1177/0893318998113002
Task Characteristics, Managerial Socialization, and Media Selection
Bairj Donabedian (1998)
An Analysis of Upward Influence Strategies Using Speech Act Theory and Face Threatening Acts
Asha Kaul (2004)
10.2307/256734
Effects of impression management on performance ratings: A longitudinal study.
S. Wayne (1995)
10.1016/S0737-6782(98)00031-9
A Longitudinal Examination of How Champions Influence Others to Support Their Projects
Stephen K. Markham (1998)
See more
Semantic Scholar Logo Some data provided by SemanticScholar