We address the link between communication accommodation and compliance gaining in momentary, mediated encounters, using Goffman’s theory of interaction ritual as a conceptual bridge. We report an online experiment of compliance-gaining conversations with 915 dyads of strangers recruited from Amazon M-Turk. The extent to which two strangers accommodated each other’s non-content linguistic features predicted their behavioral compliance—monetary donation to a charity. This accommodation–compliance link was (a) observed, to some extent, in both conversationalists in the dyads, albeit moderated by seeker–target role differentiation, (b) partially mediated by perceived warmth and competence, and (c) was robust against alternative mechanisms including compliance-gaining strategies, personalities, and demographics. We discuss implications regarding communication-induced influence in mediated conversations and related interpersonal communication processes in general. Lay Summary How can a fleeting online interaction bring about compliance, especially for prosocial causes such as charity donation? This article finds that compliance is increased when there is a legacy of cooperative interactions (i.e., successful interaction rituals) on the part of all conversation partners—not just the one who seeks compliance. Such interaction can be identified when the individuals start to coordinate and accommodate each other’s language use (e.g., using similar expressions or adopting similar linguistic styles). The research shows that since online conversations often rely on text-based communication that lacks other channels with which to signal cooperative interactions, coordinated language plays an important role in gaining compliance.

中文翻译：

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语言适应提高慈善捐赠的合规性：人际沟通过程在调解合规对话中的作用

我们使用戈夫曼的互动仪式理论作为概念桥梁，解决了在短暂的、中介的遭遇中沟通适应和顺从获得之间的联系。我们报告了一项在线实验，该实验与从 Amazon M-Turk 招募的 915 对陌生人进行了获得合规性对话。两个陌生人对彼此非内容语言特征的适应程度预测了他们的行为合规性——向慈善机构捐款。(a) 在某种程度上，在二元组中的两个对话者中都观察到了这种适应-顺从性联系，尽管受到寻求者-目标角色差异的调节，(b) 部分由感知的温暖和能力介导，以及 (c) 对替代品具有鲁棒性机制，包括获得合规的策略、个性和人口统计。我们讨论了在中介对话和相关的人际沟通过程中沟通引起的影响的影响。总结 短暂的在线互动如何带来合规性，特别是对于慈善捐赠等亲社会事业？本文发现，当所有对话伙伴——而不仅仅是寻求合规的人——都存在合作互动（即成功的互动仪式）的遗产时，合规性就会提高。当个体开始协调和适应彼此的语言使用（例如，使用相似的表达方式或采用相似的语言风格）时，可以识别这种交互。研究表明，由于在线对话通常依赖于基于文本的交流，缺乏其他渠道来表明合作互动，