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.     

AN ASSIMILATION THEORY PERSPECTIVE OF COMMUNICATION APPREHENSION

In this study, both the dynamic and stable qualities of communication apprehension are examined from an assimilation theory perspective. Based upon assimilation theory, PRC A scores obtained after an intervening speech performance are predicted from initial levels of communication apprehension and discrepancies between those initial levels and the levels of state anxiety experienced during speech performance. The results of multiple regression analysis indicate that both initial apprehension levels and the discrepancy variable contributed significantly to the prediction of post-intervention PRCA scores, a finding that supports an assimilation theory perspective of communication apprehension.     

SITUATIONAL INFLUENCES ON THE SELECTION OF STRATEGIES TO RESIST COMPLIANCE-GAINING ATTEMPTS

This study investigated the effects of situational variables on the likelihood of use of four types of strategies to resist compliance-gaining attempts: identity managing, negotiation, justifying, and non-negotiation. Subjects rated strategies on the probability that they would actually use them to resist complying in each of eight situations, which varied systematically in the level of agent-target intimacy, the consequences to the target-agent relationship of noncompliance, and the rights of the target to resist. Significant second-order interactions of the situational factors were obtained for the likelihood of use of each of the four types of strategies. Resistance message selection was concluded to be based upon an assessment of the relative risk associated with the implementation of a given strategy in conjunction with a particular combination of situational constraints.