Research on the implicit structure of influence strategies and research on the implicit structure of relationships were combined. Forty respondents rated how (un)common each of 26 influence strategies was in each of 24 relationships. By means of multiple correspondence analysis the implicit structure of relationships and the implicit structure of influence strategies were established simultaneously. A three-dimensional structure was found with the dimensions of cooperation versus competition, more powerful versus less powerful, and social-emotional versus task-oriented. It is concluded that relationships and influence strategies are aspects of the same cognitive schema of social influence.
Ansari, M. A. , & Kapoor, A. (1987). Organizational context and upward influence tactics. Organizational Behavior and Human Decision Processes, 40, 39-49.
2.
Baldwin, M. W. (1992). Relational schemas and the processing of social information. Psychological Bulletin, 112, 461-484.
3.
Bales, R. F. , & Cohen, S. P. (1979). SYMLOG, A system for the multiple level observation of groups. New York: Free Press.
4.
Buss, D. M. (1987). Tactics of manipulation. Journal of Personality and Social Psychology, 52, 1219-1229.
5.
Buss, D. M. (1990). Manipulation in close relationships: Five personality factors in interactional context. Journal of Personality, 60, 477-499.
6.
Carlier, I. V. E. (1990). Overreding bij kinderen en jeugdigen [Persuasion by children and youth]. PhD Dissertation, University of Utrecht.
7.
Coombs, C. H. (1964). A theory of data. New York: Wiley.
8.
Cowan, G. , & Avants, S. K. (1988). Children's influence strategies: Structure, sex differences, and bilateral mother-child influence. Child Development, 59, 1303-1313.
9.
Deutsch, M. (1982). Interdependence and psychological orientation. In V. J. Derlega & J. Grzelak (Eds.), Cooperation and helping behavior (pp. 15-42). New York: Academic Press.
10.
Duck, S. W. (1998). Human relationships, 3rd ed.London: Sage.
11.
Emans, B. J. M. (1988). Machtgebruik, onderzoek naar empirisch onderscheidbare soorten van machtgebruik [Power use, an empirical classification of types of power use]. PhD Dissertation, University of Groningen.
12.
Falbo, T. (1977). Multidimensional scaling of power strategies. Journal of Personality and Social Psychology, 35, 537-547.
13.
Falbo, T. (1982). PAQ types and power strategies used in intimate relationships. Psychology of Women Quarterly, 6, 399-405.
14.
Falbo, T. , & Peplau, L. A. (1980). Power strategies in intimate relationships. Journal of Personality and Social Psychology, 38, 618-628.
15.
Fiske, A. P. (1992). The four elementary forms of sociality: Framework for a unified theory of social relations. Psychological Review, 99, 689-723.
16.
Gifi, A. (1990). Nonlinear multivariate analysis. New York: Wiley.
17.
Kelley, H. H. (1979). Personal relationships: Their structures and processes. Hillsdale, NJ: Erlbaum.
18.
Kipnis, D. , Castell, P. J., Gergen, M., & Mauch, D. (1976). Metamorphic effects of power. Journal of Applied Psychology, 61, 127-135.
19.
Kipnis, D. , Schmidt, S. M., & Wilkinson, I. (1980). Intraorganizational influence tactics: Explorations in getting one's way. Journal of Applied Psychology, 65, 440-452.
20.
Marwell, G. , & Schmitt, D. R. (1967). Dimensions of compliance-gaining behavior: An empirical analysis. Sociometry, 30, 351-364.
21.
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.
22.
Offermann, L. R. , & Schrier, P. E. (1985). Social influence strategies: The impact of sex, role and attitudes toward power. Personality and Social Psychology Bulletin, 11, 286-300.
23.
Roskos-Ewoldsen, D. R. (1997). Implicit theories of persuasion. Human Communication Research, 24, 31-63.
24.
Rule, B. G. , & Bisanz, G. L. (1987). Goals and strategies of persuasion: A cognitive schema for understanding social events. In M. P. Zanna, J. M. Olson, & C. P. Herman (Eds.), Social influence: The Ontario symposium (pp. 185-206). Hillsdale, NJ: Erlbaum.
25.
Rule, B. G. , Bisanz, G. L., & Kohn, M. (1985). Anatomy of a persuasion schema: Targets, goals, and strategies. Journal of Personality and Social Psychology, 48, 1127-1140.
26.
Sluijtman, A. G. (1985). Impliciete structuur van sociale motieven in een context van interpersoonlijke relaties [Implicit structure of social motives in a context of interpersonal relationships]. Unpublished MA Thesis, Tilburg University.
27.
SPSS Inc. (1994). SPSS categories. Chicago: SPSS.
28.
Tenenhaus, M. , & Young, F. W. (1985). An analysis and synthesis of multiple correspondence analysis, optimal scaling, dual scaling, homogeneity analysis and other methods for quantifying categorial multivariate data. Psychometrika, 50, 91-119.
29.
Van Engen, M. , Van Knippenberg, A., & Willemsen, T. M. (1996). Sekse, status en strategiegebruik: een veldonderzoek naar invloed in vergaderingen [Sex, status and the use of strategies: A field study on influence in meetings]. Nederlands Tijdschrift voor de Psychologie, 51, 72-85.
30.
Van der Kloot, W. A. (1997). Meerdimensionale schaaltechnieken voor gelijkenisen keuzedata [Multidimensional scaling of similarity and choice data]. Utrecht: Lemma.
31.
Van der Kloot, W. A. , & Van Herk, H. (1991). Multidimensional scaling of sorting data: A comparison of three methods. Multivariate Behavioral Research, 26, 563-581.
32.
Wiseman, R. L. , & Schenck-Hamlin, W. (1981). A multidimensional scaling validation of an inductively-derived set of compliance-gaining strategies. Communication Monographs, 48, 251-270.
33.
Wish, M. (1976). Comparisons among the multidimensional structures of interpersonal relations. Multivariate Behavior Research, 11, 297-324.
34.
Wish, M. , Deutsch, M., & Kaplan, S. J. (1976). Perceived dimensions of interpersonal relations. Journal of Personality and Social Psychology, 33, 400-420.
