Similarity in the use of person–centered tactics

Effects on social attraction and persuasiveness in dyadic verbal disagreements

Vincent Waldron, James L. Applegate

Research output: Contribution to journalArticle

Abstract

This study examines the effects of tactic similarity on persuasion and social attraction in actual conversations. Tactics used in 42 recorded conversations were coded on a minute–by–minute basis for their degree of person–centeredness. Post–conversation measures of social attraction, opinion change, perceived persuasiveness, and general competence were taken. Tactical similarity was positively correlated with partner satisfaction and global competence ratings, but not with measures of persuasion. Results are interpreted as supporting recent work using a “rewards of interaction” model (Berscheid, 1985) to explain the role of communication skills in the creation of interpersonal attraction (Burleson & Samter, 1996). Implications for further research on the processes through which person–centered behavior is linked to different types of conversational outcomes are discussed.

Original languageEnglish (US)
Pages (from-to)155-165
Number of pages11
JournalInternational Journal of Phytoremediation
Volume21
Issue number1
DOIs
StatePublished - Jan 1 1998

Fingerprint

persuasion
communication
communication skills
Communication
opinion
effect

ASJC Scopus subject areas

  • Environmental Chemistry
  • Pollution
  • Plant Science

Cite this

@article{f533eca808ca4ceead1e4c4acd632ebc,
title = "Similarity in the use of person–centered tactics: Effects on social attraction and persuasiveness in dyadic verbal disagreements",
abstract = "This study examines the effects of tactic similarity on persuasion and social attraction in actual conversations. Tactics used in 42 recorded conversations were coded on a minute–by–minute basis for their degree of person–centeredness. Post–conversation measures of social attraction, opinion change, perceived persuasiveness, and general competence were taken. Tactical similarity was positively correlated with partner satisfaction and global competence ratings, but not with measures of persuasion. Results are interpreted as supporting recent work using a “rewards of interaction” model (Berscheid, 1985) to explain the role of communication skills in the creation of interpersonal attraction (Burleson & Samter, 1996). Implications for further research on the processes through which person–centered behavior is linked to different types of conversational outcomes are discussed.",
author = "Vincent Waldron and Applegate, {James L.}",
year = "1998",
month = "1",
day = "1",
doi = "10.1080/08934219809367697",
language = "English (US)",
volume = "21",
pages = "155--165",
journal = "International Journal of Phytoremediation",
issn = "1522-6514",
publisher = "Taylor and Francis Ltd.",
number = "1",

}

TY - JOUR

T1 - Similarity in the use of person–centered tactics

T2 - Effects on social attraction and persuasiveness in dyadic verbal disagreements

AU - Waldron, Vincent

AU - Applegate, James L.

PY - 1998/1/1

Y1 - 1998/1/1

N2 - This study examines the effects of tactic similarity on persuasion and social attraction in actual conversations. Tactics used in 42 recorded conversations were coded on a minute–by–minute basis for their degree of person–centeredness. Post–conversation measures of social attraction, opinion change, perceived persuasiveness, and general competence were taken. Tactical similarity was positively correlated with partner satisfaction and global competence ratings, but not with measures of persuasion. Results are interpreted as supporting recent work using a “rewards of interaction” model (Berscheid, 1985) to explain the role of communication skills in the creation of interpersonal attraction (Burleson & Samter, 1996). Implications for further research on the processes through which person–centered behavior is linked to different types of conversational outcomes are discussed.

AB - This study examines the effects of tactic similarity on persuasion and social attraction in actual conversations. Tactics used in 42 recorded conversations were coded on a minute–by–minute basis for their degree of person–centeredness. Post–conversation measures of social attraction, opinion change, perceived persuasiveness, and general competence were taken. Tactical similarity was positively correlated with partner satisfaction and global competence ratings, but not with measures of persuasion. Results are interpreted as supporting recent work using a “rewards of interaction” model (Berscheid, 1985) to explain the role of communication skills in the creation of interpersonal attraction (Burleson & Samter, 1996). Implications for further research on the processes through which person–centered behavior is linked to different types of conversational outcomes are discussed.

UR - http://www.scopus.com/inward/record.url?scp=85064802512&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=85064802512&partnerID=8YFLogxK

U2 - 10.1080/08934219809367697

DO - 10.1080/08934219809367697

M3 - Article

VL - 21

SP - 155

EP - 165

JO - International Journal of Phytoremediation

JF - International Journal of Phytoremediation

SN - 1522-6514

IS - 1

ER -