Michael J. Cody - The Psychology of Tactical Communication (Monographs in Social Psychology of Language, Vol 2)
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The Psychology of Tactical Communication (Monographs in Social Psychology of Language, Vol 2)
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MONOGRAPHS IN SOCIAL PSYCHOLOGY OF LANGUAGE SERIES
Series Editor Howard Giles, Department of Communication, University of California, Santa Barbara, CA 93106, USA
Editorial Advisory Board John Wiemann, Department of Communication, University of California, Santa Barbara, CA 93106, USA
Miles Patterson, Department of Psychology, University of Missouri, St Louis, MO 63121-4499, USA
Bella DePaulo, Department of Psychology, University of Virginia, Charlottesville, VA 22903-2477, USA
Other Books in the Series Perspectives on Marital Interaction P. NOLLER and M.A. FITZPATRICK (eds)
Other Books of Interest Talk and Social Organisation G. BUTTON and J.R.E. LEE (eds)
Communication and Crosscultural Adaptation Y.Y. KIM
Conversation D. ROGER and P. BULL (eds)
Communication and Simulation D. CROOKALL and D. SAUNDERS (eds)
Afrikaner Dissidents: A Social Psychological Study of Identity and Dissent J. LOUW-POTGIETER
Language and Ethnicity in Minority Sociolinguistic Perspective J.A. FISHMAN
Please contact us for the latest information on all our book and journal publications:
Multilingual Matters Ltd. Bank House, 8a Hill Road, Clevedon, Avon BS21 7HH, England
Page iii
MONOGRAPHS IN SOCIAL PSYCHOLOGY OF LANGUAGE 2 Series Editor: Howard Giles
The Psychology of Tactical Communication
Edited by Michael J. Cody and Margaret L. McLaughlin
MULTILINGUAL MATTERS LTD Clevedon Philadelphia
Page iv
Library of Congress Cataloging-in-Publication Data
The psychology of tactical communication/edited by Michael J. Cody and Margaret L. McLaughlin. p. cm. (Monographs in social psychology of language: 2) Bibliography: p. Includes index. 1. Interpersonal relations. 2. CommunicationSocial aspects. 3. Influence (Psychology) 4. Self-presentation. 5. Persuasion (Psychology) I. Cody, Michael J. II. McLaughlin, Margaret L. III. Series HM132.P79 1989 89-2878 302.2dc19 CIP
British Library Cataloguing in Publication Data
The psychology of tactical communication (Monographs in social psychology of language; 2) 1. Interpersonal relationships. Communication. Psychological aspects I. Cody, Michael J. II. McLaughlin, Margaret L. 1943 III. Series 158'.2
ISBN 1-85359-040-1 ISBN 1-85359-039-8 Pbk
Multilingual Matters Ltd Bank House, 8a Hill Road & 1900 Frost Road, Clevedon, Avon BS21 7HH Suite 101, England Bristol, PA 19007, USA
Copyright 1990 Michael J. Cody, Margaret L. McLaughlin and the authors of individual chapters
All rights reserved. No part of this work may be reproduced in any form or by any means without permission in writing from the publisher.
Typeset by Photographics, Honiton, Devon Printed and bound in Great Britain by WBC Print, Bristol
Page v
CONTENTS
Preface and Acknowledgements
vii
Introduction
Michael J. Cody and Margaret L. McLaughlin
1
Part I: Social Influence
1. Tactical Social Action: Towards Some Strategies for Theory
John O. Greene
31
2. Children's and Adults' Comprehension of Narratives about Persuasion
Gay L. Bisanz and Brendan G. Rule
48
3. The Nature and Substance of Goals in Tactical Communication
James Price Dillard
70
4. Self-Monitoring, Gender and Compliance-Gaining Goals
Sandi W. Smith, Michael J. Cody, Shannon LoVette and Daniel J. Canary
91
5. Persuasive Arguments and Group Influence: Research Evidence And Strategic Implications
Rene A. Meyers and David R. Seibold
136
6. The Hidden Costs of Persistence
David Kipnis, Stuart M. Schmidt and Gregg Braxton-Brown
160
Part II: Presenting and Defending the Self
7. Strategic Self-Presentation: An Overview
Robert M. Arkin and James A. Shepperd
175
Page vi
8. Strategic Self-Presentation: The Indirect Route
Robert B. Cialdini, John F. Finch and Maralou E. De Nicholas
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