Effects of influence strategies, perceived social power and cost on compliance with requests

YOSHIAKI IMAI

doi:10.4992/psycholres1954.33.134

YOSHIAKI IMAI

Author information

Keywords: influence strategy, social power, cost, compliance with request, sex difference

JOURNAL FREE ACCESS

1991 Volume 33 Issue 3 Pages 134-144

DOI https://doi.org/10.4992/psycholres1954.33.134

[Correction] Jpn. Psychol. Res Vol.34 No.1 (1992) pp.e1a-e1a

Details

Published: October 25, 1991 Received: September 26, 1990 Available on J-STAGE: February 24, 2009 Accepted: March 22, 1991 Advance online publication: - Revised: -
Correction information
Date of correction: February 24, 2009 Reason for correction: - Correction: TITLE Details: [in Japanese]

Date of correction: February 24, 2009 Reason for correction: - Correction: ABSTRACT Details: Wrong : The present study investigated the effects of influence strategies, social power of the influencing agent and cost to comply on compliance with requests. Undergraduate students were required to imagine that one of their friends and an upperclassman in their university's extra curricular actin ity club were influencing agents and that the agents had asked them to lend a notebook for a final exam and to lend some money. The experimental design was a 2 (the cost to comply with requests: high, low)×2 (a set of requests: friend-notebook and upper-classman-money, friend-money and upperclassman-notebook)×9 (influence strategies) factorial design. Respondents rated the extent to which they would comply with the requests under nine influence strategies. The main results were as follows: (a) The respondents were likely to comply when the strategy was reasoning, promise or hinting, while they were unlikely to comply when they were asked by the agent using threat or invoking a role relationship. (b) The respondents were inclined to lend a notebook when perceived social power was high and when cost was low. Only a ignificant main effect of scost was found in the case of money. (c) Influence strategies such as threat, debt and invoking a role relationship lowered women's compliance more than men's.
Right : The present study investigated the effects of influence strategies, social power of the influencing agent and cost to comply on compliance with requests. Undergraduate students were required to imagine that one of their friends and an upperclassman in their university's extra curricular activity club were influencing agents and that the agents had asked them to lend a notebook for a final exam and to lend some money. The experimental design was a 2 (the cost to comply with requests: high, low)× 2 (a set of requests: friend-notebook and upperclassman-money, friend-money and upperclassman-notebook)× 9 (influence strategies) factorial design. Respondents rated the extent to which they would comply with the requests under nine influence strategies. The main results were as follows:(a) The respondents were likely to comply when the strategy was reasoning, promise or hinting, while they were unlikely to comply when they were asked by the agent using threat or invoking a role relationship.(b) The respondents were inclined to lend a notebook when perceived social power was high and when cost was low. Only a ignificant main effect of scost was found in the case of money.(c) Influence strategies such as threat, debt and invoking a role relationship lowered women's compliance more than men's.

Date of correction: February 24, 2009 Reason for correction: - Correction: CITATION Details: Wrong : Adams, J. S. 1965 Inequity in social exchange. In L. Berkowitz (Ed.), Advances in experimental social psychology. Vol. 2. New York: Academic Press. Pp. 267-299.
Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. 1978 Low-ball procedure for producing compliance: commitment then cost. Journal of Personality and Social Psychology, 36, 463-476.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. 1975 Reciprocal concession procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
Clark, R. E. 1979 The impact of self interest and desire for liking on the selection of communicative strategies. Communication Monographs, 46, 257-273.
Cowan, G., Drinkard, J., & MacGavin, L. 1984 The effects of target, age, and gender on use of power strategies. Journal of Personality and Social Psychology, 47, 1391-1398.
deTurck, M. A., & Miller, G. R. 1983 Adolescent perceptions of parental persuasive message strategies. Journal of Marriage and the Family, 543-552.
Dillard, J. P., Segrin, C., & Harden, J. M. 1989 Primary and secondary goals in the production of interpersonal influence messages. Communication Monographs, 56, 19-38.
Falbo, T. 1977 Multidimensional scaling of power strategies. Journal of Personaliy and Social Psychology, 35, 537-547.
Falbo, T., & Peplau, L. A. 1980 Power strategies in intimate relationships. Journal of Personality and Social Psychology, 38, 618-628.
Freedman, J. L., & Fraser, S. C. 1966 Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
French, J. R. P., Jr., & Raven, B. H. 1959 The bases of social power. In D. Cartwright (Ed.), Studies in social power. Michigan: Institute for Social Research. Pp. 150-167.
Gouldner, A. W. 1960 The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161-178.
Harada, J. 1983 The effects of positive and negative experience on helping behavior. Japanese Psychological Research, 25, 47-51.
Hunter, J. E., & Boster, F. J. 1987 A model of compliance-gaining message selection. Communication Monographs, 54, 63-84.
Imai, Y. 1987 The relationships between the perception of the influencer's social power and (A) the perception of being influenced and (B) the satisfaction with the influencer. Japanese Journal of Experimental Social Psychology, 26, 163-173. (In Japanese)
Imai, Y. 1989 The relationship between perceived social power and the perception of being influenced. Japanese Psychological Research, 31, 97-107.
Isen, A. M. 1970 Success, failure, attention and reaction to others: The warm glow of success. Journal of Personality and Social Psychology, 15, 294-301.
Kipnis, D., Schmitt, S., & Wilkinson, I. 1980 Intraorganizational influence tactics. Journal of Applied Psychology, 65, 440-452.
Marwell, G., & Schmitt, D. R. 1967 Dimension of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 350-364.
Miller G., Boster, F., Roloff, M., & Seibold, D. 1977 Compliance-gaining message strategies: A typology and some findings concerning effects of situational differences. Communication Monographs, 44, 37-51.
Molm, L. D. 1981 Power use in the dyad: The effects of structure, knowledge, and interaction history. Social Psychology Quarterly, 44, 42-48.
Offerman, L. R., & Kearney, C. T. 1988 Supervisor sex and subordinate influence strategies. Personality and Social Psychology Bulletin, 14, 360-367.
Offerman, L. R., & Schrier, P. E. 1985 Social influence strategies: The impact of sex, role, and attitude toward power. Personality and Social Psychology Bulletin, 11, 286-300.
Perreault, W. D., Jr., & Miles, R. H. 1978 Influence strategy mixes in complex organizations. Behavioral Science, 23, 86-98.
Pfeffer, J. 1981 Power in organizations. Massachusetts: Ballinger.
Piliavin, I. M., Piliavin, J. A., & Rodin, J. 1975 Costs, diffusion and stigmatized victim. Journal of Personality and Social Psychology, 13, 289-299.
Rule, B. G., Bisanz, G., & Kohn, M. 1985 Anatomy of persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48, 1127-1140.
Schank, R., & Abelson, R. 1977 Scripts, plans, goals and understanding. New Jersey: L. E. A.
Schank-Hamlin, W. J., Wisensan, R. L., & Georgacarakos, G. N. 1982 A model of properties of compliance-gaining strategies. Communication Monographs, 30, 92-100.
Sheley, K., & Shaw, M. E. 1979 Social power: To use or not to use. Bulletin of the Psychonomic Society, 13, 257-260.
Shetty, Y. K. 1978 Managerial power and organizational effectiveness: A contingency analysis. ,Journal of Management Studies, 15, 176-186.
Steffen, V. J., & Eagly, A. H. 1985 Implicit theories about influence style: The effects of status and sex. Personality and Social Psychology Bulletin, 11, 191-205.
Takagi, E. 1989 Power strategies in personal relationships: A preliminary analysis. Reports of Sailarna University, 24, 75-90. (In Japanese)
Thibaut, J. W., & Kelley, H. H. 1959 The social psychology of groups. New York: Wiley.
Tjosvold, D., Johnson, D. W., & Johnson, R. 1984 Influence strategy, perspective-taking, and relationships between high- and low-power individuals in cooperative and competitive contexts. Journal of Psychology, 116, 187-202.
Wilkinson, L., & Kipnis, D. 1978 Interfirm use of power. Journal of Applied Psychology, 63, 315-320.
Wiseman, R. J., & Schenck-Hamlin, W. 1981 A multidimensional scaling validation of compli-ance-gaining strategies. Communication Monographs, 48, 251-270.

Right : Adams, J. S. 1965 Inequity in social exchange. In L. Berkowitz (Ed.), Advances in experimental social psychology. Vol.2. New York: Academic Press. Pp.267-299.
Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. 1978 Low-ball procedure for producing compliance: commitment then cost. Journal of Personality and Social Psychology, 36, 463-476.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. 1975 Reciprocal concession procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
Clark, R. E. 1979 The impact of self interest and desire for liking on the selection of communicative strategies. Communication Monographs, 46, 257-273.
Cowan, G., Drinkard, J., & MacGavin, L. 1984 The effects of target, age, and gender on use of power strategies. Journal of Personality and Social Psychology, 47, 1391-1398.
deTurek, M. A., & Miller, G. R. 1983 Adolescent perceptions of parental persuasive message strategies. Journal of Marriage and the Family, 543-552.
Dillard, J. P., Segrin, C., & Harden, J. M. 1989 Primary and secondary goals in the production of interpersonal influence messages. Communication Monographs, 56, 19-38.
Falbo, T. 1977 Multidimensional scaling of power strategies. Journal of Personality and Social Psychology, 35, 537-547.
Falbo, T., & Peplau, L. A. 1980 Power strategies in intimate relationships. Journal of Personality and Social Psychology, 38, 618-628.
Freedman, J. L., & Fraser, S. C. 1966 Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
French, J. R. P., Jr., & Raven, B. H. 1959 The bases of social power. In D. Cartwright (Ed.), Studies in social power. Michigan: Institute for Social Research. Pp.150-167.
Gouldner, A. W. 1960 The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161-178.
Harada, J. 1983 The effects of positive and negative experience on helping behavior. Japanese Psychological Research, 25, 47-51.
Hunter, J. E., & Boster, F. J. 1987 A model of compliance-gaining message selection. Communication Monographs, 54, 63-84.
Imai, Y. 1987 The relationships between the perception of the influencer's social power and (A) the perception of being influenced and (B) the satisfaction with the influencer. Japanese Journal of Experimental Social Psychology, 26, 163-173.(In Japanese)
Imai, Y. 1989 The relationship between perceived social power and the perception of being influenced. Japanese Psychological Research, 31, 97-107.
Isen, A. M. 1970 Success, failure, attention and reaction to others: The warm glow of success. Journal of Personality and Social Psychology, 15, 294-301.
Kipnis, D., Schmitt, S., & Wilkinson, I. 1980 Intraorganizational influence tactics. Journal of Applied Psychology, 65, 440-452.
Marwell, G., & Schmitt, D. R. 1967 Dimension of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 350-364.
Miller G., Boster, F., Roloff, M., & Seibold, D. 1977 Compliance-gaining message strategies: A typology and some findings concerning effects of situational differences. Communication Monographs, 44, 37-51.
Molm, L. D. 1981 Power use in the dyad: The effects of structure, knowledge, and interaction history. Social Psychology Quarterly, 44, 42-48.
Offerman, L. R., & Kearney, C. T. 1988 Supervisor sex and subordinate influence strategies. Personality and Social Psychology Bulletin, 14, 360-367.
Qffeman, L. R., & Schrier, P. E. 1985 Social influence strategies: The impact of sex, role, and attitude toward power. Personality and Social Psychology Bulletin, 11, 286-300.
Perreault, W. D., Jr., & Miles, R. H. 1978 Influence strategy mixes in complex organizations. Behavioral Science, 23, 86-98.
Pfeffer, J. 1981 Power in organizations. Massachusetts: Ballinger.
Piliavin, I. M., Piliavin, J. A., & Rodin, J. 1975 Costs, diffusion and stigmatized victim. Journal of Personality and Social Psychology. 13, 289-299.
Rule, B. G., Bisanz, G., & Kohn, M. 1985 Anatomy of persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48, 1127-1140.
Schank, R., & Abelson. R. 1977 Scripts, plans, goals and understanding. New Jersey: L. E. A.
Schenk-Hamlin, W. J., Wiseman, R. L, & Georgacarakos, G. N. 1982 A model of properties of compliance-gaining strategies. Communication Monographs, 30, 92-100.
Shelcy, K., & Shaw, M. E. 1979 Social power: To use or not to use. Bulletin of the Psychortomic Society, 13, 257-260.
Shetty, Y. K. 1978 Managerial power and organizational effectiveness: A contingency analysis. Journal of Management Studies, 15, 176-186.
Steffen, V. J., & Eagly, A. H. 1985 Implicit theories about influence style: The effects of status and sex. Personality and Social Psychology Bulletin, 11, 191-205.
Takagi, E. 1989 Power strategies in personal relationships: A preliminary analysis. Reports of Saitama University, 24, 75-90.(In Japanese)
Thibaut, J. W., & Kelley, H. H. 1959 The social psychology of groups. New York: Wiley.
Tjosvold, D. Johnson, D. W., & Johnson, R. 1984 Influence strategy, perspective-taking, and relationships between high- and low-power individuals in cooperative and competitive contexts. Journal of Psychology, 116, 187-202.
Wilkinson, I., & Kipnis, D. 1978 Interfirm use of power. Journal of Applied Psychology, 63, 315-320.
Wiseman, R. J., & Schenck-Hamlin, W. 1981 A multidimensional scaling validation of compliance-gaining strategies. Communication Monographs, 48, 251-270.

Date of correction: February 24, 2009 Reason for correction: - Correction: PDF FILE Details: -

Date of correction: February 24, 2009 Reason for correction: - Correction: ABSTRACT Details: Wrong : The present study investigated the effects of influence strategies, social power of the influencing agent and cost to comply on compliance with requests. Undergraduate students were required to imagine that one of their friends and an upperclassman in their university's extra curricular activity club were influencing agents and that the agents had asked them to lend a notebook for a final exam and to lend some money. The experimental design was a 2 (the cost to comply with requests: high, low)× 2 (a set of requests: friend-notebook and upperclassman-money, friend-money and upperclassman-notebook)× 9 (influence strategies) factorial design. Respondents rated the extent to which they would comply with the requests under nine influence strategies. The main results were as follows:(a) The respondents were likely to comply when the strategy was reasoning, promise or hinting, while they were unlikely to comply when they were asked by the agent using threat or invoking a role relationship.(b) The respondents were inclined to lend a notebook when perceived social power was high and when cost was low. Only a ignificant main effect of scost was found in the case of money.(c) Influence strategies such as threat, debt and invoking a role relationship lowered women's compliance more than men's.
Right : The present study investigated the effects of influence strategies, social power of the influencing agent and cost to comply on compliance with requests. Undergraduate students were required to imagine that one of their friends and an upperclassman in their university's extra curricular activity club were influencing agents and that the agents had asked them to lend a notebook for a final exam and to lend some money. The experimental design was a 2 (the cost to comply with requests: high, low) × 2 (a set of requests: friend-notebook and upperclassman-money, friend-money and upperclassman-notebook) × 9 (influence strategies) factorial design. Respondents rated the extent to which they would comply with the requests under nine influence strategies. The main results were as follows:(a) The respondents were likely to comply when the strategy was reasoning, promise or hinting, while they were unlikely to comply when they were asked by the agent using threat or invoking a role relationship.(b) The respondents were inclined to lend a notebook when perceived social power was high and when cost was low. Only a ignificant main effect of scost was found in the case of money.(c) Influence strategies such as threat, debt and invoking a role relationship lowered women's compliance more than men's.

Date of correction: February 24, 2009 Reason for correction: - Correction: CITATION Details: Wrong : Adams, J. S. 1965 Inequity in social exchange. In L. Berkowitz (Ed.), Advances in experimental social psychology. Vol.2. New York: Academic Press. Pp.267-299.
Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. 1978 Low-ball procedure for producing compliance: commitment then cost. Journal of Personality and Social Psychology, 36, 463-476.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. 1975 Reciprocal concession procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
Clark, R. E. 1979 The impact of self interest and desire for liking on the selection of communicative strategies. Communication Monographs, 46, 257-273.
Cowan, G., Drinkard, J., & MacGavin, L. 1984 The effects of target, age, and gender on use of power strategies. Journal of Personality and Social Psychology, 47, 1391-1398.
deTurek, M. A., & Miller, G. R. 1983 Adolescent perceptions of parental persuasive message strategies. Journal of Marriage and the Family, 543-552.
Dillard, J. P., Segrin, C., & Harden, J. M. 1989 Primary and secondary goals in the production of interpersonal influence messages. Communication Monographs, 56, 19-38.
Falbo, T. 1977 Multidimensional scaling of power strategies. Journal of Personality and Social Psychology, 35, 537-547.
Falbo, T., & Peplau, L. A. 1980 Power strategies in intimate relationships. Journal of Personality and Social Psychology, 38, 618-628.
Freedman, J. L., & Fraser, S. C. 1966 Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
French, J. R. P., Jr., & Raven, B. H. 1959 The bases of social power. In D. Cartwright (Ed.), Studies in social power. Michigan: Institute for Social Research. Pp.150-167.
Gouldner, A. W. 1960 The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161-178.
Harada, J. 1983 The effects of positive and negative experience on helping behavior. Japanese Psychological Research, 25, 47-51.
Hunter, J. E., & Boster, F. J. 1987 A model of compliance-gaining message selection. Communication Monographs, 54, 63-84.
Imai, Y. 1987 The relationships between the perception of the influencer's social power and (A) the perception of being influenced and (B) the satisfaction with the influencer. Japanese Journal of Experimental Social Psychology, 26, 163-173.(In Japanese)
Imai, Y. 1989 The relationship between perceived social power and the perception of being influenced. Japanese Psychological Research, 31, 97-107.
Isen, A. M. 1970 Success, failure, attention and reaction to others: The warm glow of success. Journal of Personality and Social Psychology, 15, 294-301.
Kipnis, D., Schmitt, S., & Wilkinson, I. 1980 Intraorganizational influence tactics. Journal of Applied Psychology, 65, 440-452.
Marwell, G., & Schmitt, D. R. 1967 Dimension of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 350-364.
Miller G., Boster, F., Roloff, M., & Seibold, D. 1977 Compliance-gaining message strategies: A typology and some findings concerning effects of situational differences. Communication Monographs, 44, 37-51.
Molm, L. D. 1981 Power use in the dyad: The effects of structure, knowledge, and interaction history. Social Psychology Quarterly, 44, 42-48.
Offerman, L. R., & Kearney, C. T. 1988 Supervisor sex and subordinate influence strategies. Personality and Social Psychology Bulletin, 14, 360-367.
Qffeman, L. R., & Schrier, P. E. 1985 Social influence strategies: The impact of sex, role, and attitude toward power. Personality and Social Psychology Bulletin, 11, 286-300.
Perreault, W. D., Jr., & Miles, R. H. 1978 Influence strategy mixes in complex organizations. Behavioral Science, 23, 86-98.
Pfeffer, J. 1981 Power in organizations. Massachusetts: Ballinger.
Piliavin, I. M., Piliavin, J. A., & Rodin, J. 1975 Costs, diffusion and stigmatized victim. Journal of Personality and Social Psychology. 13, 289-299.
Rule, B. G., Bisanz, G., & Kohn, M. 1985 Anatomy of persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48, 1127-1140.
Schank, R., & Abelson. R. 1977 Scripts, plans, goals and understanding. New Jersey: L. E. A.
Schenk-Hamlin, W. J., Wiseman, R. L, & Georgacarakos, G. N. 1982 A model of properties of compliance-gaining strategies. Communication Monographs, 30, 92-100.
Shelcy, K., & Shaw, M. E. 1979 Social power: To use or not to use. Bulletin of the Psychortomic Society, 13, 257-260.
Shetty, Y. K. 1978 Managerial power and organizational effectiveness: A contingency analysis. Journal of Management Studies, 15, 176-186.
Steffen, V. J., & Eagly, A. H. 1985 Implicit theories about influence style: The effects of status and sex. Personality and Social Psychology Bulletin, 11, 191-205.
Takagi, E. 1989 Power strategies in personal relationships: A preliminary analysis. Reports of Saitama University, 24, 75-90.(In Japanese)
Thibaut, J. W., & Kelley, H. H. 1959 The social psychology of groups. New York: Wiley.
Tjosvold, D. Johnson, D. W., & Johnson, R. 1984 Influence strategy, perspective-taking, and relationships between high- and low-power individuals in cooperative and competitive contexts. Journal of Psychology, 116, 187-202.
Wilkinson, I., & Kipnis, D. 1978 Interfirm use of power. Journal of Applied Psychology, 63, 315-320.
Wiseman, R. J., & Schenck-Hamlin, W. 1981 A multidimensional scaling validation of compliance-gaining strategies. Communication Monographs, 48, 251-270.

Right : Adams, J. S. 1965 Inequity in social exchange. In L. Berkowitz (Ed.), Advances in experimental social psychology. Vol.2. New York: Academic Press. Pp.267-299.
Cialdini, R. B., Cacioppo, J. T., Bassett, R., & Miller, J. A. 1978 Low-ball procedure for producing compliance: commitment then cost. Journal of Personality and Social Psychology, 36, 463-476.
Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. 1975 Reciprocal concession procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31, 206-215.
Clark, R. E. 1979 The impact of self interest and desire for liking on the selection of communicative strategies. Communication Monographs, 46, 257-273.
Cowan, G., Drinkard, J., & MacGavin, L. 1984 The effects of target, age, and gender on use of power strategies. Journal of Personality and Social Psychology, 47, 1391-1398.
deTurck, M. A., & Miller, G. R. 1983 Adolescent perceptions of parental persuasive message strategies. Journal of Marriage and the Family, 543-552.
Dillard, J. P., Segrin, C., & Harden, J. M. 1989 Primary and secondary goals in the production of interpersonal influence messages. Communication Monographs, 56, 19-38.
Falbo, T. 1977 Multidimensional scaling of power strategies. Journal of Personality and Social Psychology, 35, 537-547.
Falbo, T., & Peplau, L. A. 1980 Power strategies in intimate relationships. Journal of Personality and Social Psychology, 38, 618-628.
Freedman, J. L., & Fraser, S. C. 1966 Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4, 195-202.
French, J. R. P., Jr., & Raven, B. H. 1959 The bases of social power. In D. Cartwright (Ed.), Studies in social power. Michigan: Institute for Social Research. Pp.150-167.
Gouldner, A. W. 1960 The norm of reciprocity: A preliminary statement. American Sociological Review, 25, 161-178.
Harada, J. 1983 The effects of positive and negative experience on helping behavior. Japanese Psychological Research, 25, 47-51.
Hunter, J. E., & Boster, F. J. 1987 A model of compliance-gaining message selection. Communication Monographs, 54, 63-84.
Imai, Y. 1987 The relationships between the perception of the influencer's social power and (A) the perception of being influenced and (B) the satisfaction with the influencer. Japanese Journal of Experimental Social Psychology, 26, 163-173.(In Japanese)
Imai, Y. 1989 The relationship between perceived social power and the perception of being influenced. Japanese Psychological Research, 31, 97-107.
Isen, A. M. 1970 Success, failure, attention and reaction to others: The warm glow of success. Journal of Personality and Social Psychology, 15, 294-301.
Kipnis, D., Schmitt, S., & Wilkinson, I. 1980 Intraorganizational influence tactics. Journal of Applied Psychology, 65, 440-452.
Marwell, G., & Schmitt, D. R. 1967 Dimension of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 350-364.
Miller G., Boster, F., Roloff, M., & Seibold, D. 1977 Compliance-gaining message strategies: A typology and some findings concerning effects of situational differences. Communication Monographs, 44, 37-51.
Molm, L. D. 1981 Power use in the dyad: The effects of structure, knowledge, and interaction history. Social Psychology Quarterly, 44, 42-48.
Offerman, L. R., & Kearney, C. T. 1988 Supervisor sex and subordinate influence strategies. Personality and Social Psychology Bulletin, 14, 360-367.
Offerman, L. R., & Schrier, P. E. 1985 Social influence strategies: The impact of sex, role, and attitude toward power. Personality and Social Psychology Bulletin, 11, 286-300.
Perreault, W. D., Jr., & Miles, R. H. 1978 Influence strategy mixes in complex organizations. Behavioral Science, 23, 86-98.
Pfeffer, J. 1981 Power in organizations. Massachusetts: Ballinger.
Piliavin, I. M., Piliavin, J. A., & Rodin, J. 1975 Costs, diffusion and stigmatized victim. Journal of Personality and Social Psychology, 13, 289-299.
Rule, B. G., Bisanz, G., & Kohn, M. 1985 Anatomy of persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48, 1127-1140.
Schank, R., & Abelson, R. 1977 Scripts, plans, goals and understanding. New Jersey: L. E. A.
Schenk-Hamlin, W. J., Wiseman, R. L., & Georgacarakos, G. N. 1982 A model of properties of compliance-gaining strategies. Communication Monographs, 30, 92-100.
Sheley, K., & Shaw, M. E. 1979 Social power: To use or not to use. Bulletin of the Psychonomic Society, 13, 257-260.
Shetty, Y. K. 1978 Managerial power and organizational effectiveness: A contingency analysis. Journal of Management Studies, 15, 176-186.
Steffen, V. J., & Eagly, A. H. 1985 Implicit theories about influence style: The effects of status and sex. Personality and Social Psychology Bulletin, 11, 191-205.
Takagi, E. 1989 Power strategies in personal relationships: A preliminary analysis. Reports of Saitama University, 24, 75-90.(In Japanese)
Thibaut, J. W., & Kelley, H. H. 1959 The social psychology of groups. New York: Wiley.
Tjosvold, D., Johnson, D. W., & Johnson, R. 1984 Influence strategy, perspective-taking, and relationships between high- and low-power individuals in cooperative and competitive contexts. Journal of Psychology, 116, 187-202.
Wilkinson, I., & Kipnis, D. 1978 Interfirm use of power. Journal of Applied Psychology, 63, 315-320.
Wiseman, R. J., & Schenck-Hamlin, W. 1981 A multidimensional scaling validation of compliance-gaining strategies. Communication Monographs, 48, 251-270.

Abstract

The present study investigated the effects of influence strategies, social power of the influencing agent and cost to comply on compliance with requests. Undergraduate students were required to imagine that one of their friends and an upperclassman in their university's extra curricular activity club were influencing agents and that the agents had asked them to lend a notebook for a final exam and to lend some money. The experimental design was a 2 (the cost to comply with requests: high, low) × 2 (a set of requests: friend-notebook and upperclassman-money, friend-money and upperclassman-notebook) × 9 (influence strategies) factorial design. Respondents rated the extent to which they would comply with the requests under nine influence strategies. The main results were as follows:(a) The respondents were likely to comply when the strategy was reasoning, promise or hinting, while they were unlikely to comply when they were asked by the agent using threat or invoking a role relationship.(b) The respondents were inclined to lend a notebook when perceived social power was high and when cost was low. Only a ignificant main effect of scost was found in the case of money.(c) Influence strategies such as threat, debt and invoking a role relationship lowered women's compliance more than men's.

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