This study focuses on how street-level bureaucrats strategize to address the contentious and uncertain nature of law enforcement. Existing research predominantly analyzes this from perspectives of power, behavior, and context, seldom uncovering the psychological mechanisms underlying the transition from resistance to compliance among those being regulated. Approaching from a psychological standpoint and grounded in Hovland’s persuasion theory, this study introduces a “Melodramatic Persuasion Model” for street-level bureaucrats. It does so through participatory observations of the persuasion tactics—encompassing scenarios, behaviors, and discourse—employed by urban management officials on Y Subdistrict in X City towards vendors obstructing the way. The findings reveal that street-level bureaucrats persuade those they regulate by adopting roles, alternating dialogues, and changing scenes; the shift from resistance to compliance is driven sequentially by information learning, congruency mechanisms, emotional transfer, and counterarguing mechanisms. This psychological transformation mechanism is particularly evident in the behaviors of socially disadvantaged groups within open street environments. It highlights the "patience capital" that street-level bureaucrats accumulate through experience, especially in situations characterized by "short-term confrontations" and "mutual awareness." Additionally, it challenges the assumption of homogeneity within street-level bureaucracies, revealing differences based on role (service or regulation), gender (male or female), rank (high or low), and context (new or familiar). The study's findings reflect the adaptive process of discretionary motivation in the enforcement strategies and combinations used by street-level bureaucrats. Furthermore, it provides a "people-centered" psychological reference model to enhance the effectiveness of grassroots law enforcement.

基层执法人员如何采取策略来应对执法的冲突性和不确定性是关注的焦点,但是已有研究多从权力、行为和情境展开分析,较少揭示被执法者从抵抗到遵从的心理变化机制。论文从心理学视角出发,基于 Hovland的说服理论,对 X市 Y街道城管说服占道商贩的场景、行为、话语等策略开展参与式观察,进而提出了基层执法的 “情景剧式说服”理论模型。研究发现:基层执法者在街头执法时,会通过角色扮演、台词交替、场景切换等方式对被执法者进行说服;被执法者从抵抗转变为遵从的态度,是由于信息学习、相符机制、情感迁移和反驳机制的相继作用。这一心理转变机制在街头开放场域中社会弱势群体的行为上表现得尤为明显,反映出在 “短时期爆发对抗”和 “彼此知情”情境中,基层执法人员通过经验积累而形成的耐心资本。同时,它打破了基层执法人员内部 “铁板一块”的均质假定,揭示了在岗位 (服务或监管)、性别 (男或女)、职务 (高或低)、场景 (新或老)等方面的差异。研究结论反映了基层执法人员在执法行为策略及组合上的自由裁量动机应变过程,并为提高基层执法效果提供了 “以人民为中心”的心理参照样本。