Does rational persuasion influence potential consultees?

Stephen D. Truscott, Robert D. Richardson, Celina Cohen, Alicia Frank, Deanna Palmeri

Research output: Contribution to journalArticlepeer-review

4 Scopus citations

Abstract

Success in collaborative school-based consultation depends on whether teachers implement inter-ventions suggested by consultants. In business literature, Rational Persuasion (RP) has been identified as one potentially effective way to influence consultee perceptions about proposed interventions. RP includes intervention information, why it is important to decide to use the intervention, and potential objections to the intervention with arguments against those objections. The influence of these RP elements on potential school-based consultees has not been studied. This preliminary analog study investigated whether presenting RP importance and objections for behavioral interventions influenced teachers' ratings of acceptability, effectiveness, and commitment-to-implement. Participants included 71 teachers enrolled in graduate education courses. The within-subject design included three video vignettes of each of three conditions for three different behavioral interventions (total of nine possible videos, three presented to each group). Results suggest that the influence of RP on acceptability, perceived effectiveness, and commitment-to-implement ratings was inconsistent. Implications for research and practice are discussed.

Original languageEnglish (US)
Pages (from-to)627-640
Number of pages14
JournalPsychology in the Schools
Volume40
Issue number6
DOIs
StatePublished - Nov 2003
Externally publishedYes

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