Among 105 college students, internal scorers were likely to exercise value-based tactics and external scorers were likely to exercise consequence-based tactics when selecting television programs.
References
1.
MarwellG.SchmittD. R. (1967) Dimensions of compliance-gaining message strategies: A typology and some findings concerning effects of situational differences. Sociometry, 30, 350–364.
2.
RotterJ. B. (1966) Generalized expectancies for internal versus external control of reinforcement. Psychological Monographs, 80, No. 1 (Whole No. 609).
3.
WheelessL. R.BarracloughR.StewartR. (1983) Compliance-gaining and power in persuasion. In BostromR. N. (Ed.), Communication yearbook 7. Beverly Hills, CA: Sage. Pp. 105–145.
