The Perceptual Contrast Explanation of Sequential Request Strategy Effectiveness

Although previous studies of the foot-in-the-door and the door-in-the-face techniques of interpersonal influence have established the effectiveness of these sequential request strategies, communication researchers have not discovered an adequate conceptual framework for explaining their compliance-enhancing properties. The present study tests the perceptual contrast explanation for sequential request efficacy. Compared with nonsequenced critical requests (i.e., controls), substantially higher compliance with various types of requests was obtained through the use of the foot-in-the-door and the door-in-the-face techniques, but measures of underlying cognitions failed to reveal significant anchoring effects as would be predicted by a perceptual contrast model. Limitations are discussed and suggestions for future research are offered.     

THE TRUTH-DECEPTION ATTRIBUTION: EFFECTS OF FAMILIARITY ON THE ABILITY OF OBSERVERS TO DETECT DECEPTION

This study investigated the relationship between an observer's familiarity with the normal, truthful communicative behavior of an individual, and the observer's ability to detect deception on the part of that individual. Specifically, an attempt was made to provide an experimental test of the degree of linearity between familiarity and judgmental accuracy in detecting deception. After exposure to varying amounts of a communicator's normal, truthful behavior (baseline segment), observers made judgments of a communicator's veracity following observation of truthful or lying behavior (test segment). The results indicate a significant deviation from linearity in the relationship between familiarity and judgmental accuracy, and that the relationship is better described by an inverted parabolic curve (quadratic function). The possibility of information overload, the possibility of communicator-specific characteristics which provide clues to deception, and the possibility of observer fatigue were proposed as possible explanations of these results.     

THE USES AND MISUSES OF USES AND GRATIFICATIONS1

Four conceptual problems require resolution if the uses and gratifications approach to mass communication studies is to be maximally productive: a vague conceptual framework; lack of precision in major concepts; a confused explanatory apparatus; and failure to view perception as an active process. Consideration of the current state of the uses and gratifications approach suggests the need for conceptual analysis if the approach is to unambiguously inform the research enterprise.     

Display Rule Development in Romantic Relationships Emotion Management and Perceived Appropriateness of Emotions Across Relationship Stages

A laboratory study of early dating and married/cohabiting couples showed that perceived appropriateness of emotion expression was lowest for early daters' negative emotions. Partners in more developed relationships managed positive emotions less than negative emotions and less than early daters managed either negative or positive emotions. Biological sex moderated the effect of valence and relationship level on discrepancy scores, the greatest differences between stages being for males’positive emotions and females’negative emotions. A second study using partners across all stages of relationship development found evidence of a curvilinear pattern for relationship length on discrepancy scores. More management of negative emotions was reported by partners in early and later stages of relationship development. Perceived appropriateness of emotion expression was found to increase with relationship development. Females expressions of emotion were considered least appropriate in early-stage relationships. Together the results provide evidence of display rule evolution as relationships develop.