Investigates whether social perceivers who have been trained to detect deception from behavioral cues are more accurate in judging social actors' veracity than untrained social perceivers. Finds that such training enhances social perceivers' detection deception accuracy, particularly for males judging trained communicator/deceivers. (SR)

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 investigated whether receivers who detect senders behaving deceitfully will automatically become more resistent to the message being presented. By developing predictions derived from the Elaboration Likelihood Model (ELM), the study hypothesized that only noninvolved receivers would respond negatively to deceptive nonverbal cues in a…

Reports on a study designed to test whether or not individuals ingesting alcohol will be less affected by persuasive messages than individuals in a normal state. (PD)

Indicated that (1) arguments perceived as strong by receivers generated both more favorable, supportive cognitive responses and attitude change than weak message arguments; and (2) perceived source expertise and attractiveness influenced cognitive responses, but not in a coherent fashion or to the extent that they effect attitude change. (JD)

Indicates that males were more likely than females to use (1) violence against a noncompliant male persuasive target in a noninterpersonal relational context, and (2) direct coercion against persistently noncompliant and noninterpersonal persuasive targets in relational contexts with short-term consequences. (JD)

Investigates the self-perception theory account of the foot-in-the-door (FITD) phenomenon, a sequential-request technique using a small first request followed by a larger, target request. Finds that a self-inference explanation is viable, but that a strict self-perception account fails because neither request size nor execution correspond to…

Only about 9% of the eligible American population actually donates blood, and the rate of donors who fail to give a second time is very high. Since many people who view blood-giving as a humanitarian act also see it as an unpleasant experience, persuasive appeals that promote a sense of moral obligation may be ineffectual in prompting donations. A…

Presents two studies that replicated and extended J. K. Burgoon and R. C. Koper's research by examining nonverbal behavior patterns, relational message interpretations, and credibility evaluations associated with communication reticence. Challenges the traditional view that reticence produces pronounced performance decrements and discusses…

Examines the persuasive message behaviors of truthful and deceptive communicators. Finds significant differences in the types of persuasive messages generated: truthful persuaders compose messages involving positive and negative sanctions; deceptive persuaders compose messages based on rationale or explanation. (KEH)

A study examined the relationship between interaction involvement--a kind of communication competence--and communication behavior in a negotiation setting. Subjects, 120 college students, completed the Interaction Involvement Scale and were placed in same-sex dyads of three types: (1) mixed dyads of one high- and one low-involved subject; (2)…

Discusses the coercive controls imposed upon Blacks during slavery, including regimenting their lives, restricting their learning experiences, limiting their opportunities to communicate, and prescribing demeaning role behavior. Rhetorical strategies employed by Blacks included a defensive posture of accommodation and a more aggressive behavior of…

To explore the impact of the environment on perceptions of compliance gaining situations, 97 university students were asked to recall and describe situations in which they had had to persuade someone to do something. Their descriptions of compliance gaining situations were then evaluated for similarity by three additional groups of students. The…

Noting the call for research that links argument theory with negotiation, this paper examines the nature and function of argument negotiation in current organizational bargaining research theories. Five perspectives are extrapolated to define "argument" and demonstrate how different viewpoints can affect understanding of the negotiation…

To determine if an interviewer's orientation toward satisfaction and commitment actually produced different interviewee reactions in these two areas, 20 interviewers conducted an informative and persuasive interview with two different sets of five interviewees (physical education majors). The Conversation Self-Report Inventory (CSRI) was used to…