Influence Tactics in Combination: The Interactive Effects of Soft Versus Hard Tactics and Rational Exchange
Blackwell Publishing Ltd
Blackwell Publishing Journal Backfiles 1879-2005
The effects of multiple influence tactics in dyadic compliance-gaining situations are underexplored. In a laboratory experiment, we exposed subjects to a scenario-based influence attempt within which tactics that convey a rational exchange of benefits were juxtaposed with soft tactics that project friendliness and flattery. We found support for the prediction that soft tactics would heighten compliance more in the absence, rather than presence, of an offered exchange. Implications and limitations are discussed.
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