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Does rational persuasion influence potential consultees?
Author(s) -
Truscott Stephen D.,
Richardson Robert D.,
Cohen Celina,
Frank Alicia,
Palmeri Deanna
Publication year - 2003
Publication title -
psychology in the schools
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.738
H-Index - 75
eISSN - 1520-6807
pISSN - 0033-3085
DOI - 10.1002/pits.10132
Subject(s) - persuasion , psychological intervention , psychology , intervention (counseling) , perception , medical education , applied psychology , social psychology , clinical psychology , medicine , psychiatry , neuroscience
Success in collaborative school‐based consultation depends on whether teachers implement interventions 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. © 2003 Wiley Periodicals, Inc. Psychol Schs 40: 627–640, 2003.