TOWARD A MESSAGE-CENTERED THEORY OF PERSUASION: THREE EMPIRICAL INVESTIGATIONS OF LANGUAGE INTENSITY1

Based on accumulated knowledge concerning the effects of language intensity on attitude change, a set of propositions were advanced that provide a skeletal theoretical framework. Based on the propositions, three separate studies were done to extend the predictive power of the formulation. Predicted interactions between sex of the source, situational anxiety, source credibility, and language intensity were obtained. There were also significant person perception changes as a result of the level of language intensity employed in the persuasive message. Discussion centered on the import of the new findings in formulating a message-centered theory of persuasion.     

Friendship and Reasons of Intimacy

Reasons of intimacy, i.e. reasons to care for friends and other intimates, resist categorization as either subjective Humean reasons or as objective consequentialist reasons. Reasons of intimacy are grounded in the friendship relation itself. not in the psychological attitudes of the agent or in the objective intrinsic value of the friend or the friendship. So reasons of intimacy are objective and agent-relative and can be understood by analogy with reasons of fidelity and reasons of prudence. Such an analogy can help us to understand which objective agent-relative reasons we have and which, such as deontological constraints, we do not have.     

Factors Related to Counselor Preference Among Gays and Lesbians

This study explored the preference for counselor's sexual orientation among gay and lesbian clients. Recognizing that the perceived reaction of participants to hypothetical situations may be a viable predictor of future choices, respondents were administered a comfort/discomfort index intended to probe a number of potential counseling concerns. Internalized homophobia (Hudson & Ricketts, 1977) and a scale measuring degree of same- or opposite-sex sexual preferences (Kinsey, Pomeroy, Martin, & Gebbhard, 1953) were also investigated in an attempt to account for variance in the comfort/discomfort ratings. Findings indicated that gay men and lesbians tend to prefer gay or lesbian counselors, although a sizable number believe that counselors' sexual orientations do not make a difference. Internalized homophobia was found to predict discomfort in discussing various topics with a counselor of unknown sexual orientation.     

Structure, Self-Regulating Sequences, and Institutional Third Parties in Therapy: The Veterans Administration as a Model

This article examines the structural organization and sequences of interaction among therapists, institutions, and patients and their families that contribute to the problem of institutional dependence. Our contention is that when patients have become dependent on an institution for the livelihood and/or for the stability it represents, they are only one part of a systemic relationship characterized structurally by enmeshed boundaries, and sequentially by self-regulating feedback loops. We use this premise to outline the nature of the enmeshed transactions in patient-therapist, patient-institution, and therapist-institution relationships. Family interfaces with this triad are also addressed. Sequentially, we outline the interactions among patient, family, therapist, and institution that lead to hierarchical incongruities. These sequences tend to produce self-regulating feedback loops that perpetuate and maintain the structure of the system and its patterns of interaction. The final part of this article demonstrates how we strategically use a therapy team to manipulate the hierarchical incongruities and, hence, the recursive complementarity, that characterize the interactions between and among the members of this suprasystem. Besides manipulating the role of the therapist through team intervention, we also present several paradoxical and structural interventions that have been helpful when institutions have become third parties to therapy.     

The Influence of Task Value,Expectancies for Success,and Identity on Athletes' Achievement Behaviors

This study extended and supported the use of Eccles et al.'s (1983) Eccles, J. S., Adler, T. F., Futterman, R., Goff, S. B., Kaczala, C. M., Meece, J. L. and Midgley, C. 1983. “Expectancies, values, and academic behaviors”. In Achievement and achievement motives: Psychological and sociological approaches, Edited by: Spence, J. T. 75–146. San Francisco: W. H. Freeman.  [Google Scholar] expectancy-value model to a competitive sport context. High school varsity basketball players (N = 189) were assessed on expectancies for success, interest value, attainment value, utility value, and basketball identity. Achievement behavior was measured as coaches't ratings of players' effort and persistence displayed throughout the season. Significant differences emerged between African-American and White athletes on all variables; however, no gender differences were present. Regression analyses indicated different patterns in the relationships among self- and task beliefs and achievement behaviors by race. Structural equation modeling demonstrated that self- and task beliefs mediated the relationship between identity and effort and persistence. Specifically, identity was a strong predictor of self- and task beliefs and expectancies significantly predicted effort and persistence. Explanations for the racial differences are discussed as well as the role that identity plays in the expectancy-value model and practical implications for coaches.