James Price Dillard and Steven R. Wilson

7 Interpersonal influence

Abstract: Interpersonal influence attempts are common within personal and professional relationships. Understanding interpersonal influence requires attending to how individuals both produce and are affected by messages as well as to the dynamic nature of conversation. This chapters reviews the message production and effects literatures in separate segments so as to capture the historical differences that make each unique. We also make an effort to situate these traditions in the still-developing framework known as multiple goals theory, emphasizing a distinction between conventional and personal goals. By presenting a single theoretical housing for the study of interpersonal ...

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