The effects of conjunctive affiliation/achievement needs on compliance-gaining tactic selection
The purpose of this study was to investigate the effects of conjunctive affiliation/achievement needs on the selection of compliance-gaining activity. Research questions asked to what extent conjunctive achievement/affiliation needs would influence the selection of situation management options, compliance-gaining tactics, and tactic classifications. A modified version of the Adjective Check List was used to measure need orientations. Subjects responded to a hypothetical situation by indicating on a seven-level Likert-type scale their likelihood of selecting situation management options and compliancegaining tactics. This study also investigated the likelihood of selecting tactic classifications as developed by Roloff and Barnicott (1978).MANOVA tests revealed significant differences among groups' likelihood to select threat, anti-social tactics, and punishing activity tactics. Specific group differentials were identified using Scheffe's procedure where significant multivariate differences were found. Future researchers were encouraged to continue investigation in this area.