Goal Types, Compliance-Gaining and Locus of Control

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Abstract
This study argues that situations can be conceptualised according to actors' prototypes (Cantor & Mischel, 1979a, b) for obtaining goals. In addition, these goals are constructed from salient dimensions of perceptions found in previous literature on compliance-gaining. Fourteen goal types were selected and used in a study concerning perceptions of influence situations and expected use of influence approaches. Perceptions and influence strategies varied from one goal to another, and Locus of Control constructs (i.e. internal locus of control, power-lessness) were also significantly related to participants' reactions. Internals (vs. externals) claimed greater confidence when pursuing goals, reported greater persistence when pursuing goals, rated goals as easier to imagine, and reported greater willingness to enter into events to achieve the various goals. Internals were also more likely than externals to rely on rationality, referent power, and manipulation of positive feelings. Powerless actors, however, opted for weaker strategies (e.g. direct requests, compromise), more rudimentary strategies (coercive power), and more emotional-based strategies (manipulation of positive feelings, manipulation of negative feelings).