THE USE OF INFLUENCE TACTICS IN PERSUASION

American undergraduates (N = 154) were presented with vignettes in whi ch a downward influence situation was described, together with conditi ons of (a) the types of jobs of the agent and target of the influence situation, (b) the role identities of the actors. and (c) the goal of the actor attempting to influence the target. Confirmatory factor anal ysis was used to test the hypothesis that the preference order for inf luence tactics would he invariant across situations (cf. Rule, Bisanz, & Kohn, 1985). The likelihood and relative degree to which the influe nce tactics were predicted to be used were similar across situations, providing support for the schema-based notion of a ''persuade package. ''