Courses: Persuasion, Group Communication, Communication Theory, Computer-Mediated Communication. Objectives: In this activity, students discuss and analyze film clips in order to understand theories, processes, and applications related to the concept of deindividuation.

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)

A study suggests a new approach for evaluating debate techniques. Previously used paradigms all have some disadvantages. Application of the policy-making paradigm, which involves isolating a problem, having one side propose a solution, then having the opponent point out the solution's disadvantages, is difficult because the paradigm does not…

Seeks to determine the effect of argumentativeness and verbal aggression on the image of participants in the CBS news interview of George Bush by Dan Rather. Finds that both concepts have a significant relationship to communicator image. Reports that verbal aggressiveness negatively affected Bush's image but positively influenced Rather's. (MG)

A study explored the effects of both the sales representative's and the target consumer's biological gender upon the persuasive strategy choice of the salesperson. Data from 204 salespeople responding to a 27-item questionnaire were collected over a 6-week period. The results indicate clear differences between men and women sales representatives…

Examines verbal influence behavior during couples' disagreements. Finds the most frequently used strategies are content validation, self-assertions, and other accusations. Finds less use of content invalidation, self-defense, and other-support. Analyzes male/female differences in persuasive tactics. Finds interaction patterns are predominantly…

Examines the strategies people employ to deal with the face- and interaction-threatening implications of argumentative behavior. Explores the joint influence of individual differences in perceivers' interpersonal construct systems and message producers' communication strategies on the content and structure of impressions of message producers. (MS)

A study analyzed quantitatively the effectiveness of public communication as practiced by college students in an introductory speech course. The aim of the study was to test empirically the principles of rhetorical theory on which the teaching of beginning public speaking is commonly based. The study investigated the relationship of mode of…

A study tested the prediction that men's and women's relative responses to the Argumentativeness Scale will change if the items are worded consistently so as to make more or less salient the content and process dimensions of arguing. Respondents, 564 students enrolled in basic public speaking courses at Ball State University, were each provided…

Intercollegiate forensics (speech and debate) programs represent an outgrowth of the communication curriculum. As such, the goal of forensic programs is to encourage students to become responsible advocates in democratic societies through developing appropriate communication skills and attitudes. This paper extends earlier research, providing…

A rhetorical analysis was conducted of the four broadcast political debates that led to San Diego Mayor Pete Wilson's victory in the 1982 California senatorial race. Specifically, the analysis covered one primary debate held in San Diego among five of the seven Republican contenders and the three bipartisan debates held in Fresno, San Francisco,…

To test whether verbal choices in a persuasive setting would show less diversity and more qualification than those in a nonpersuasive setting, a study involving 24 college students was undertaken. The subjects were divided into five groups and each group was asked to role play two situations: one calling for the subjects merely to be…

Henry Ward Beecher was America's most prominent 19th century liberal preacher and a major spokesperson for New England Transcendentalism. His philosophy integrated four fundamental themes: the creation of a moral code based on the internalization of values and peer group pressures, the establishment of the reform ideal of the impartial nonpartisan…

Examined the use of compliance-gaining strategies among a group of environmentalists. Results indicated that prosocial strategies were used more often than anti-social strategies across all situations. (SRT)

Describes the implementation of a training program for seventh graders based on a modification of Infante's Inventional System (a system used to generate arguments). Finds that the training program significantly increased both the students' general tendency to argue, as well as their ability to generate arguments. (SR)