Abstract
Dillard's goals‐planning‐action (GPA) model of interpersonal influence encompasses two different process models depending on the initial weighing of primary and secondary goals. In contrast to the GPA's prediction that the ordering of the intervening processes is moderated by the initial weighing of these two types of goals, a simplified version was found that fit the data both when the primary goal was greater than the secondary goal and when the secondary goal was greater than the primary goal. In both conditions, the two types of goals have simultaneous, direct relationships with the persuaders’ decisions to engage their targets, and indirect effects on subsequent plan generation.
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