Construct system development and attention to face wants in persuasive situations

James L. Applegate ^[1] ; Ed Woods ^[1]
1. [1] University of Kentucky
  
  University of Kentucky
  
  Estados Unidos
Localización: Southern communication journal, ISSN 1041-794X, Vol. 56, nº 3, 1990, págs. 194-204
Idioma: inglés
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Resumen
- This study assesses the impact of individual differences in construct system development (cognitive differentiation and abstractness) on concern for, and strategic attention to, face wants in persuasive situations. Hierarchic regression analyses suggest a strong relationship between construct development and concern for face as evidenced in rationales for behavior. Actual use of more sophisticated face saving strategies also was strongly influenced by individual differences in construct development.