Interpersonal Deception

Interpersonal deception theory (IDT) frames deception as a communication activity and examines deception within interactive contexts. One key element of the theory is the role of suspicion in prompting behavior changes. An experiment testing several suspicion-related hypotheses paired participants (half friends, half strangers) for interviews during which interviewees (EEs) lied or told the truth and interviewers (ERs) were induced to be (moderately or highly) suspicious (or not). Results confirmed that suspicion and deceit were perceived when present, suspicion was manifested through nonverbal behaviors but with different behavioral patterns for moderately versus highly suspicious ERs, and suspicion affected sender behavior. Relational familiarity moderated some behaviors. Results are discussed in terms of mutual influence processes and the dynamic nature of communication in interpersonal deception.     

Impact of Behavioral Intention on Effectiveness of Message Features Evidence From the Family Sun Safety Project

The effectiveness of messages with different logical styles might change, regardless of factual content, depending on receiver intent to practice prevention. Predictions based on reactance theory, postdecisional regret, and language expectancy theory were tested in a study altering logical style (inductive versus deductive) and language intensity in messages to parents advocating family sun safety. A prediction that deductively formatted messages would be inferior for parents not intending to act was confirmed in analyses of their reported sun protection, supporting a reactance theory explanation. For parents with mixed intentions to increase protection for themselves or their children, deductive messages were most effective, consistent with postdecisional regret processes. High language intensity enhanced both effects. Reactance effects among nonintenders completely disappeared in a follow-up survey, but language intensity effects remained. The influence of message features varies by stage of progression to action, which has practical implications for tailoring health communication to individual needs.     

RELATIONAL MESSAGES ASSOCIATED WITH NONVERBAL BEHAVIORS

Based on the assumptions that relational messages are multidimensional and that they are frequently communicated by nonverbal cues, this experiment manipulated five nonverbal cues -eye contact, proximity, body lean, smiling, and touch - to determine what meanings they convey along four relational message dimensions. Subjects (N= 150) observed 2 out of 40 videotaped conversational segments in which a male-female dyad presented various combinations of the nonverbal cues. High eye contact, close proximity, forward body lean, and smiling all conveyed greater intimacy, attraction, and trust. Low eye contact, a distal position, backward body lean, and the absence of smiling and touch communicated greater detachment. High eye contact, close proximity, and smiling also communicated less emotional arousal and greater composure, while high eye contact and close proximity alone conveyed greater dominance and control. Effects of combinations of cues and sex-differences are also reported.     

NONVERBAL AND RELATIONAL COMMUNICATION ASSOCIATED WITH RETICENCE

Two experiments examined nonverbal behavior patterns and relational communication perceptions associated with communication reticence. In the first, pairs of friends (N = 90) and pairs of strangers (N = 90) engaged in 9-minute discussions. Ratings by partners and trained observers showed that as level of communication reticence increased, subjects nodded less, showed less facial pleasantness and animation, displayed more anxiety and tension, leaned away more, and communicated greater disinterest. Strangers rated reticents'relational messages as expressing less intimacy/similarity, more detachment, more submissive-ness, and more emotional negativity, and rated reticents as less credible. Friends gave reticents mixed but frequently more positive ratings. In the second experiment, 55 subjects interacted with a male or female confederate interviewer who alternately asked innocuous or highly personal questions. The same patterns of nonverbal behavior emerged as in Study One, with increases in stress (due to privacy-invading questioning) eliciting more pronounced responses. Results are discussed in terms of the cross-situational consistency of reticence syndromes in eliciting dysfunctional communication patterns.     

AN EMPIRICAL TEST OF A MODEL OF RESISTANCE TO PERSUASION

This investigation synthesized research from several related areas to produce a model of resistance to persuasion based upon variables not considered by earlier congruity and inoculation models. Support was found for the prediction that the kind of critical response set induced and the target of the criticism are mediators of resistance to persuasion. The more critical acts are focused on arguments presented in a persuasive message, the more likely that the critical act will not be distracting and therefore promote counterarguing which will lead people to be resistant to subsequent persuasive messages arguing on the same side of given attitudinal issue. When criticism is less central to message variables and focuses on speaker and/or delivery characteristics, distraction occurs which decreases the probability of counterarguing and induces people to be vulnerable to forthcoming persuasive messages. This is especially true when negative criticism of speaker characteristics reduces threat to present attitudes and reduces motivation to counterargue to protect privately held beliefs. A completely counterbalanced design employing several manipulation checks was created to rule out competing explanations for differential resistance to persuasion.     

The Use and Consequences of Verbal Influence Strategies During Interpersonal Disagreements

Interpersonal influence refers to the strategies and tactics communicators use to establish, reinforce, or alter one another's cognitions, emotions, and behaviors. It is argued that influence functions to attain instrumental goals, manage the relationship, and preserve desired identities. These three functions guided the development of a categorical system for classifying 36 verbal influence tactics according to six major strategy types applicable to the context of resolving disagreements. Videotaped interactions of 50 married couples were coded for strategy use by eight trained raters. The most frequently used strategies were content validation, self-assertions, and other accusations, whereas content invalidation, self-defense, and other-support received far less use. Correlational results between strategy use and consequences revealed that: (a) males were more persuasive when using content validation and self-assertions and less persuasive when using content invalidation and other-accusations, (b) females were more persuasive when using other-support and less persuasive when using content invalidation, and (c) greater communication satisfaction was experienced by both partners when the other used supportive tactics and did not use accusatory ones. Analyses of couples'behavior suggests the predominant interaction pattern was reciprocal rather than compensatory.     

Two Contrasting Explanations of Involvement Violations:

Among the theories that address the impact of variations in immediacy behaviors during ongoing interactions are expectancy violations (EV) and discrepancy arousal (DA) theories. This study of the effects of violations of expectations on arousal, reciprocity, and compensation in the medical practitioner-patient relationship contrasts EV predictions with DA predictions. EV theory predicts that given a communicator with high reward valence, high and very high involvement (including touch and close proximity) should be met with reciprocation (increased involvement), and low and very low involvement should be met with compensation (increased involvement). DA theory predicts compensating very high involvement with decreased involvement, reciprocating high involvement with increased involvement, compensating low involvement with increased involvement, and reciprocating very low involvement, with decreased involvement. Results supported neither theory as all involvement changes were met with reciprocity. Additionally, although all violations/discrepancies were followed by changes in arousal, size of arousal change was not monotonically related to size of involvement change, as predicted by DA theory. Finally, although positive versus negative emotional experiences were not related to physiological indicators of arousal change, size of involvement change was directly related to the experience of positive and negative emotions. Thus, it appears that involvement change size directly predicts emotional experience and is not mediated by arousal change.     

TOWARD A THEORY OF PERSONAL SPACE EXPECTATIONS AND THEIR VIOLATIONS

Proxemics literature is synthesized and placed in a theoretical framework based on norms and expectations. Two major and three subordinate propositions are supported, and a model for predicting effects of violations of proxemic expectations is advanced. A sample of hypotheses generated from the model is included.     

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.     

Nonverbal Expectancies and the Evaluative Consequences of Violations

This report reviews the construct of expectancy and its relevance to understanding communication phenomena. Given the shortage of empirically based knowledge about what constitute expected and unexpected interpersonal behaviors and how they are evaluated, a two-part experiment was conducted to determine the expectedness and evaluation of three nonverbal variables: touch, conversational distance, and posture. The possible moderating effects of communicator attractiveness, status, and gender were also examined. Respondents (N = 622) viewed photographs of an attractive or unattractive male or female stimulus interacting with a male or female partner, attributed to be of same, higher, or lower status, who displayed one of seven forms of touch or one of nine combinations of posture and proximity. Respondents rated the appropriateness, typicality, and desirability of the observed behavior. Results demonstrated that several behaviors are expected and positively valenced, while others qualify as positive or negative violations of expectations. Attractiveness influenced expectancies and evaluations; gender and status had limited effects. Implications for information processing and nonverbal expectancy violations theory are discussed.