Investigates the effects of situational variables on the likelihood of the use of four types of strategies to resist compliance-gaining attempts: (1) identity managing, (2) negotiation, (3) justifying, and (4) nonnegotiation. Other variables considered were level of agent-target intimacy, consequences of noncompliance, and rights of the target to…

Tested, in five hypothetical paper-and-pencil experiments, subjects' use of disqualification (ambiguous, indirect, or evasive massages). Concluded that a disqualification is not a failed communication, but rather a reasonable response to an impossible situation, one that permits the communicator to leave the field gracefully. (PD)

Examines students' perceptions of the probable use of certain persuasive strategies in a given situation in relation to students' level of communication apprehension. Data confirms the impact of situation on strategy selection but fails to demonstrate the effect of communication apprehension or an interaction between communication apprehension and…

Tested a seven-factor model of situation perception to develop a set of valid and reliable situation perception factors for use in compliance-gaining research. (Factors included personal benefits, intimacy, rights, resistance, dominance, situation apprehension, and relational consequences.) Found that the model fit the data well and was superior…