In search of a “sweet spot:” Can understanding how language influences intimidation maximize the quality of valued compliance?

Abstract

Intimidation is often defined, received, and perceived pejoratively. The current study sets out to find a “sweet spot” in situations where intimidation cannot be avoided and compliance is the goal, where one can maximize compliance but keep fear as low as possible. This experimental study predicted that by lessening mean-spirited speech, a moderate amount of intimidation, as opposed to greater or lesser degrees of it, would produce more compliance with a request, positive interpersonal attributions, and communicative accommodations. The results supported the idea of such a “sweet spot” and implications for authority figures are considered and discussed.

Keywords

• intimidation
• communication accommodation
• attributions
• compliance