The impact of construct system development on communication and impression formation in persuasive contexts1

Abstract

This study employs a constructivist approach to communication studies to investigate the impact of the differences in individuals’ cognitive complexity and construct system abstractness on development of more listener‐adaptive persuasive communication strategies. In addition, it examines the effect of such differences in construct system/strategic development on the quality of impressions formed of interaction partners. Communication measures were derived from analyses of both videotaped dyadic interactions with classmates and responses to hypothetical persuasive situations involving roommates and friends. Analyses revealed that increases in cognitive complexity and construct system abstractness significantly related to use of (1) a greater number of persuasive strategies; (2) more listener‐adaptive persuasive strategies; and (3) formation of more complex and abstract impressions of interaction partners.