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在商业指导中抵制wh-questions
Frédérick Dionne1, Melanie Fleischhacker1, Peter Muntigl2,3
1Department of English and American Studies, University of Klagenfurt, Klagenfurt, Austria.
Frontiers in psychology
|March 7, 2024
概括
客户通过各种做法抵制商业教练的wh-questions,包括拒绝回答,抱怨或积极重新聚焦对话. 这项研究对这些抵抗策略进行了分类,为教练互动提供了新的见解.
科学领域:
- 组织心理学 组织心理学
- 沟通研究 沟通研究
- 应用语言学 应用语言学
背景情况:
- 在商业辅导中,客户对教练的"什么问题"的抵制性被研究不足.
- 了解客户的抵抗对于有效的辅导动态至关重要.
研究的目的:
- 调查客户在回应商业教练的wh-questions时的抵制做法.
- 分析客户端抵抗的顺序组织和交互性实现.
- 在被动-活性连续上对抗的形式进行分类.
主要方法:
- 对话分析 (CA) 应用于系统性的,以解决方案为导向的商业辅导会议.
- 分析了四个二次辅导过程 (共11个会议).
主要成果:
- 在主动-被动连续上确定了各种形式的客户阻力.
- 发现"反对"抵抗策略,如拒绝回答,抱怨和不同意.
- 发现了客户积极重新聚焦或偏离辅导议程的"移动"做法.
结论:
- 客户抵制是一种顺序组织的实践,具有被动和主动的形式.
- 客户采用各种各样的策略来规避教练约束.
- 像"移动"这样的新类别提高了对辅导中客户代理的理解.
相关概念视频
01:31Confirmation Biases
The confirmation bias is the tendency to focus on information that confirms our existing beliefs and ignore information that is inconsistent with our expectations. For example, if you think that your professor is not very nice, you notice all of the instances of rude behavior exhibited by the professor while ignoring the countless pleasant interactions he is involved in on a daily basis. Have you ever fallen prey to the confirmation bias, either as the source or target of such bias?
01:52Persuasion Strategies
Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).