Overcoming expressed obstacles to compliance: The role of sensitivity to the expressions of others and ability to modify self‐presentation

The present analysis examines the influence that the individual difference variables sensitivity to the expression of others and ability to modify one's self‐presentation exert on responses to refused requests when specific types of obstacles are stated in a refusal. Results suggest that requesters who are more sensitive to the expression of others and have greater ability to adapt self‐presentation are more likely to engage in further persuasion and less likely to engage in facework when unwillingness obstacles are encountered than when imposition or inability obstacles occur.