Influence, appraisals, and emotions in close relationships

Abstract

Influence messages can be characterized along two dimensions: explicitness and dominance. These dimensions were cast as causally antecedent to cognitive appraisals which, in turn, were expected to shape emotional response. Two studies were conducted in which participants were asked to assume the role of message target and then view a video of an influence message. The first study made use of a gain‐assistance goal, and the second was constructed around a give‐advice goal. Whereas both studies show strong support for the appraisal‐emotion link, the effect of message form on appraisals was weaker and more complex than expected. The results imply that only a subset of the appraisals are relevant to influence attempts in close relationships. Furthermore, dominance and explicitness showed unique and nonparallel effects on appraisals. Implications for appraisal theory, politeness theory, and interpersonal influence are discussed.