Can perceived message effectiveness (PE) be considered a cause of actual effectiveness (AE)? If so, PE judgments can be used as valid indicators of the persuasiveness of messages in the preimplementation phase of campaigns. In addition, manipulating PE may be a viable persuasive strategy. But, if the reverse causal sequence obtains (AE[right…

Argues that in interpreting interaction, individuals focus on one dimension or another. Hypothesizes that the salience of dominance or affiliation is a function of the goal-defined context; involvement is also essential in studying relational communication. Rates the relevance of a series of word pairs that operationalized dominance, affiliation,…

Reports a test of three competing explanations of the influence of prosocialness (benefiting society) on the operation of two sequential request techniques (foot-in-the-door and door-in-the-face). Finds that prosocialness did influence compliance but that it had no demonstrable impact on the operation of either request technique. (NH)

Notes that relational framing theory asserts that dominance-submission and affiliation-disaffiliation tend to displace each other as frames for processing social interaction. Replicates and extends previous tests of these claims by evaluating three hypotheses. Finds that results are consistent with all three of the hypotheses, but relational…

Determines the effects of vocal cues on judgments of dominance in an interpersonal influence context. Indicates that mean amplitude and amplitude standard deviation were positively associated with dominance judgments, whereas speech rate was negatively associated with dominance judgments. Finds that mean fundamental frequency was positively…

Focuses on the impact of the motives of participants in organizational romances, the illicitness of the relationship, and the power of the relational participants. Finds that only certain types of relationships showed associations with organizational effectiveness; illicitness was associated with negative outcomes in group work, not with…

Offers a theoretical structure for concepts within relational communication. Distinguishes between substantive variables and intensifier variables. Argues that relational judgments are hieratically organized such that dominance and affiliation subsume the more specific facets of relational communication. Shows that involvement was positively…

Presents a review and meta-analytic summary of existing studies of metaphor's persuasive effects. Indicates that metaphor appears to exert a small effect on perceptions of source dynamism, but shows no demonstrable impact on competence or character. Concludes that the superior organization explanation of metaphor's persuasive impact was most…

Makes a case for attending to developments in the study of attitude. Considers how the attitude construct has been conceptualized. Examines contemporary thinking about attitudes and draws out implications of that thinking for the study of persuasion. (RS)

Contends that communication episodes tend to focus interactants' attention on one or the other of two relational judgments: dominance or affiliation. Notes that undergraduate students rated the degree of dominance, explicitness, liking, and involvement in a set of videotaped influence messages. Supports the claim that one relational judgment may…

Examines the link between social skill and dysphoria. Finds three factors that help explain inconsistent results in the literature: conceptualization of social skill, perspective from which social skill is assessed, and situational outcome. Shows that the link between social skill and dysphoria is complex and affected by the three factors. (SR)

Argues that an individual's activities prior to and during an interpersonal influence attempt may be explained by his or her goals. Examines primary and secondary goals, their relationships to one another, and how they shape the interpersonal influence process in terms of planning, effort, directness, positivity, and logic. (SR)

Examines the validity of scales designed to tap certain trait variables that influence the process of information gathering. Argues that these constructs and their associated scales have been accepted prematurely and that such acceptance has potentially important ramifications for uncertainty theory in particular, and for communication theory in…

A study explored the affective impact of interpersonal influence messages. Thirty-nine students enrolled in an undergraduate communication course listened to a tape-recording of 15 directives and rated each directive on explicitness or dominance. Results indicated that the set of stimuli tapped nearly the full range of both continua, and that the…

Introduces this special issue on the role of affect in persuading and informing. Discusses conceptualizing affect, affect and message processing, affect and message production, and operationalizing affect. (SR)