The pursuit of multiple objectives in face-to-fage persuasive interactions: Effects of construct differentiation on message organization

Barbara J. O'keefe, Gregory J. Shepherd

Research output: Contribution to journalArticlepeer-review

118 Scopus citations

Abstract

This paper describes the development of a system for analyzing the management of multiple communicative goals in interpersonal arguments. The message analysis system was designed to classify conversationally produced messages in terms of (1) the communicative role of the message producer; (2) the position taken toward the issue on the floor; (3) the explicitness with which conflict is acknowledged; and (4) the manner in which the subsidiary communicative goals of face protection and interaction maintenance are managed. In an initial investigation using this system, differential reliance on goal management strategies was associated, on the one hand, with individual differences in construct differentiation, and on the other hand, with differing degrees of interpersonal success. Associations among the four dimensions of the message analysis system were also observed, and were consistent with a rational goal-based analysis of communication.

Original languageEnglish (US)
Pages (from-to)396-419
Number of pages24
JournalCommunication Monographs
Volume54
Issue number4
DOIs
StatePublished - Dec 1987

ASJC Scopus subject areas

  • Communication
  • Language and Linguistics

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