THE MEDIATION OF RESISTANCE TO PERSUASION STRATEGIES BY LANGUAGE VARIABLES AND ACTIVE-PASSIVE PARTICIPATION

This investigation attempted to confer resistance to persuasion by inoculating people with either supportive, refutational, or combination pretreatment messages. Following inoculation, subjects either passively received a high or low intense attack message or actively encoded a message of high or low intensity. As predicted, there was a significant interaction between type of attack and level of language intensity. Discussion centered on the effects of language intensity as a mediator of attitude change in yet another persuasive paradigm.     

The Nature of Conversational Involvement and Nonverbal Encoding Patterns

Conversational involvement refers to the degree to which participants in a communicative exchange are cognitively and behaviorially engaged in the topic, relationship, and/or situation. It is argued that involvement should be viewed from a functional perspective and conceptualized as entailing fiue dimensions: immediacy, expressiveness, interaction management, altercentrism, and social anxiety. Specific nonverbal behaviors that are actually encoded to express involvement along these five dimensions are examined within an interview context. Unacquainted dyads (N=52) engaged in baseline interviews followed by a second interview in which one participant was asked to increase or decrease involvement significantly. Tiuentyone kinesic, proxemic, and vocalic behaviors were rated during five intervals. Change scores from baseline to manipulations shouted numerous differences between high and low involvement, as did correlations between magnitude of involvement and nonverbal behaviors. The behaviors that most strongly discriminated high from low involvement were general kinesic/proxemic attentiveness, forward lean, relaxed laughter, coordinated speech, fewer silences and latencies, and fewer object manipulations. Behaviors most predictive of magnitude of involvement change were facial animation, vocal warmth/interest, deeper pitch, less random movement, and more vocal attentiveness.     

The Effects of Stress and Gender on Nonverbal Decoding Accuracy in Kinesic and Vocalic Channels

Stress has the potential to impair accurate decoding of others’ communication. This experiment tested the effects of stress, induced through the Stroop Color-Word Test, on the accurate decoding of kinesic and vocalic emotional expressions. Respondents (N =372) viewed or heard 30 emotional expressions interspersed with multichannel color stimuli that were redundant with one another (low stress) or conflicted with one another (high stress). Analyses of accuracy scores across three trials supported three of four hypotheses. Stress debilitated accuracy primarily in the vocalic channel and at the onset of stress. The kinesic facial channel also produced consistently higher accuracy than the vocalic channel, and females achieved higher accuracy than males, but this superiority dissipated by the third trial.     

A COMMUNICATION MODEL OF PERSONAL SPACE VIOLATIONS: EXPLICATION AND AN INITIAL TEST

An earlier model of personal space expectations and their violations is expanded through specification of primitive terms, constitutive definitions, and the prepositional logic underlying the model. Five sample hypotheses are deduced and experimentally tested. Results generally support the model: violations by rewarding communicators produced more positive outcomes than violations by punishing communicators, and the relationships between distance and communication outcomes for each type of communicator were curvilinear.     

LEARNING THEORY APPROACHES TO PERSUASION

This review synthesizes relevant research dealing with the processes of learning and suggests its applications to compliance gaining. The two major issues addressed are: (1) to what degree can learning theories explain the acquisition of new attitudes and behaviors, and (2) to what degree are attitudinal and behavioral changes governed by learning theory principles? The learning theories discussed are grouped into three categories: stimulus-response or connectionist approaches; cognitive approaches; and stochastic, mathematical, and cybernetic approaches. The stimulus-response models, which encompass most of the research examined in this paper, are further broken down into four types: (1) classical conditioning, (2) contiguity models, (3) instrumental (or operant) conditioning and (4) models including drive and drive reduction. Principles and major research evidence from numerous learning theories are reviewed and analyzed, and suggestions are made as to how this evidence may aid in the construction of more complete theories of persuasion and attitude change.     

FRIENDLY OR UNFRIENDLY PERSUASION

Expectancy theory suggests that people develop normative expectations about appropriateness of communication behavior that differ for males and females. Support was found for an interaction hypothesis predicting that males would be expected to use more verbally aggressive persuasive message strategies and would negatively violate expectations and be less persuasive when they deviated from such strategies. Moreover, females are expected to be less verbally aggressive and use more prosocial message strategies and are penalized for deviations from such an expected strategy. Manipulation checks indicated that people have clear differences in expected strategy use by males and females and that neither the psychological sex role nor biological sex of receivers alters those expectations. Results are discussed in terms of similarity to prior language research, as an extension of expectancy theory and as added knowledge about the effects of specific compliance-gaining message strategies.     

SEQUENTIAL-REQUEST PERSUASIVE STRATEGIES

Meta-analysis of the foot-in-the-door (FITD) and door-in-the-face (DITF) literatures showed both effects to be small (r = .17, .15 respectively), even under optimal conditions. Both require aprosocial topic in order to work. The amount of time between the first and second requests plays a different role in the operation of each of the two strategies. DITF was effective only when the delay between requests was brief. Effectiveness of FITD was unrelated to delay, but did depend on whether or not an incentive was provided with the first request. The positive relationship between effort and FITD predicted by self-perception theory was not found. Self-perception theory and reciprocal concessions theory, the theoretical perspectives usually applied to FITD and DITF respectively are examined in light of the findings and it is concluded that both are flawed seriously. Directions for future research are suggested.     

THE RELATIONSHIP BETWEEN VIOLATIONS OF EXPECTATIONS AND THE INDUCTION OF RESISTANCE TO PERSUASION

This investigation expanded and refined a model of resistance to persuasion developed by Burgoon, Cohen, Miller, and Montgomery (1978). It is argued that a logical shortcoming of this model of resistance to persuasion is its failure to incorporate the notion of confirmation and disconfirmation of receiver expectations. Support was found for the prediction that violations of induced receiver expectations and the intensity of a persuasive message are mediators of resistance to persuasion. Positive violations of expectations induce counterarguing and lead to reversals of initial positive attitudes after receipt of a second message arguing on the same side of an attitude issue. Negative violations of receiver expectations decrease the probability of counterarguing, and increase the vulnerability of people to subsequent persuasive attacks. Strong support for the predictions was obtained in this investigation. Competing explanations for the results were ruled out through the utilization of a counterbalanced design and control procedures. These results provide a partial replication of the earlier empirical evidence supporting this new model of resistance to persuasion and cannot be explained by other models of resistance to persuasion. Moreover, the findings break new theoretical ground in their explanation of findings that appear counterintuitive without reference to this theoretical rationale.     

Understanding Marital Satisfaction and Couple Type as Functions of Relational Expectations

The present study examined the role played by relational expectations in determining marital satisfaction and in discriminating between married couple types. The discrepancy between one's expectations for his or her spouse's relational behavior and one's perceptions of his or her spouse's actual behavior significantly predicted marital satisfaction. Discrepancy scores for the relational dimensions of intimacy, distance, equality/ trust, dominance, and noncomposure/arousal appear to be most central in predicting satisfaction. While agreement between spouses on relational expectations significantly predicted satisfaction, expectation/perception discrepancies were revealed to be stronger predictors than agreement scores. There were no differences in relational expectations when compared across couple type; however, intimacy and noncomposure/arousal displayed significant differences when compared across wives’ individual marital type. Overall, intimacy, noncomposure/arousal, and equality/trust played central roles in understanding marital satisfaction.