ABSTRACT
This chapter examines the explication of a theoretical model of attributional strategies of social influence, which attempts to address some of these more complex aspects of the influence process. In empirical, and particularly in experimental, investigations, however, disproportionate attention has been paid to those means of influence that involve manipulations of environmental contingencies such as the use of rewards, punishments, and coercion. The disproportionate emphasis given to these more “heavy-handed” influence strategies appears to have persisted in spite of the recognition by some authors that there may be quite severe limitations on the use of such strategies in social interaction. Most people who engage in influence attempts probably try to change others’ attitudes and behaviors as well as their attributions. The chapter suggests that different types of attributional information may be differentially effective as means of influence, depending on the particular kind of issue to which the communication pertains.
