ABSTRACT

This study examined compliance resistance to highlight the active role of persuasion targets in interpersonal influence interactions. The data gathered from 242 respondents through an online questionnaire were used to identify the types of rejected requests and the strategies used to refuse compliance. Findings from a qualitative content analysis revealed four categories that formed a request typology: requests (1) for company or presence, (2) for action (benefitting the agent, benefitting other people), (3) for material support, and (4) for relational commitment. The messages utilized to communicate compliance resistance were grouped into two: refusals (1) with another verbal message and (2) with no other remark. The verbal expressions of refusal belonging to the first category were each accompanied by a simple explanation, a message of apology and/or gratitude, an offer of future commitment, or a proposal of alternative. The various kinds of denied requests and the different techniques persuasion targets use to convey noncompliance demonstrate that refusal to comply is not merely a passive reaction to a compliance-gaining effort.

摘要

本研究考察了依从性阻力，以突出说服目标在人际影响互动中的积极作用。通过在线问卷从 242 名受访者那里收集的数据被用来确定被拒绝请求的类型以及用于拒绝合规的策略。定性内容分析的结果揭示了形成请求类型的四个类别：请求 (1) 公司或存在，(2) 行动（使代理人受益，使其他人受益），(3) 物质支持，以及 (4)用于关系承诺。用于传达合规性阻力的消息分为两种：拒绝 (1) 使用其他口头消息和 (2) 没有其他评论。属于第一类的拒绝口头表达均附有简单说明，道歉和/或感谢的信息，未来承诺的提议，或替代方案的提议。各种被拒绝的请求和说服目标用来表达不服从的不同技术表明，拒绝服从不仅仅是对获得服从的努力的被动反应。