Linguistic Accommodation Enhances Compliance to Charity Donation: The Role of Interpersonal Communication Processes in Mediated Compliance-Gaining Conversations

Dublin Core

Title

Linguistic Accommodation Enhances Compliance to Charity Donation: The Role of Interpersonal Communication Processes in Mediated Compliance-Gaining Conversations

Subject

Mass-Personal Communication, Mediated Conversations, Communication Accommodation, Compliance Gaining, Social Influence, Persuasion, Interaction Rituals

Description

We address the link between communication accommodation and compliance gaining in momentary, mediated encounters, using Goffman’s theory of interaction ritual as a conceptual bridge. We report an online experiment of compliance-gaining conversations with 915 dyads of strangers recruited from Amazon M-Turk. The extent to which two strangers accommodated each other’s non-content linguistic features predicted their behavioral compliance—monetary donation to a charity. This accommodation–compliance link was (a) observed, to some extent, in both conversationalists in the dyads, albeit moderated by seeker–target role differentiation, (b) partially mediated by perceived warmth and competence, and (c) was robust against alternative mechanisms including compliance-gaining strategies, personalities, and demographics. We discuss implications regarding communication-induced influence in mediated conversations and related interpersonal communication processes in general.

Creator

Wang Liao , Jingwen Zhang, Yoo Jung Oh, & Nicholas A. Palomares

Source

https://academic.oup.com/jcmc/article/26/3/167/6290666

Publisher

Oxford University Press

Date

26 November 2020

Contributor

Sri Wahyuni

Language

English

Type

Text

Coverage

Journal of Computer-Mediated Communication 26 (2021)

Files

Collection

VOL 26 ISSUE 3 2021

Tags

,Repository, Repository Horizon University Indonesia, Repository Universitas Horizon Indonesia, Horizon.ac.id, Horizon University Indonesia, Universitas Horizon Indonesia, HorizonU, Repo Horizon , ,Repository, Repository Horizon University Indonesia, Repository Universitas Horizon Indonesia, Horizon.ac.id, Horizon University Indonesia, Universitas Horizon Indonesia, HorizonU, Repo Horizon , ,Repository, Repository Horizon University Indonesia, Repository Universitas Horizon Indonesia, Horizon.ac.id, Horizon University Indonesia, Universitas Horizon Indonesia, HorizonU, Repo Horizon , ,Repository, Repository Horizon University Indonesia, Repository Universitas Horizon Indonesia, Horizon.ac.id, Horizon University Indonesia, Universitas Horizon Indonesia, HorizonU, Repo Horizon , ,Repository, Repository Horizon University Indonesia, Repository Universitas Horizon Indonesia, Horizon.ac.id, Horizon University Indonesia, Universitas Horizon Indonesia, HorizonU, Repo Horizon , ,Repository, Repository Horizon University Indonesia, Repository Universitas Horizon Indonesia, Horizon.ac.id, Horizon University Indonesia, Universitas Horizon Indonesia, HorizonU, Repo Horizon ,

Citation

Wang Liao , Jingwen Zhang, Yoo Jung Oh, & Nicholas A. Palomares, “Linguistic Accommodation Enhances Compliance to Charity Donation: The Role of Interpersonal Communication Processes in Mediated Compliance-Gaining Conversations,” Repository Horizon University Indonesia, accessed May 20, 2025, https://repository.horizon.ac.id/items/show/8705.