The goal of this study is to determine the effects of situational variables in persuasion. One hundred and forty subjects were used. Subjects were given two hypothetical situations involving compliance in inter-personal and non-interpersonal situations, and were told to state the various strategies they will use in gaining compliance in both situations. The results found that to change the negative work attitude of the Nigerian public, coercive power of threat and aversive stimulation play crucial roles, but that power alone cannot be effective if not supported by friendly persuasion of compromise and reward. Individuals in interpersonal situation, however, resort only to friendly persuasion.
Read
