Individual differences and compliance gaining message selection: The effects of verbal aggressivencess,argumentativeness, dogmatism,and negativism

Recent work in the area of communication and individual differences has produced measures of two traits which promise to be important to the process of selecting compliance gaining messages. In the study reported in this paper the effects of these two traits, argumentativeness and verbal aggressiveness, on compliance gaining message chokes were assessed, while controlling for the effects of two known predictors, negativism and dogmatism. The data indicate that the impact of these variables is situationally dependent. This finding is discussed in terms of recent hypotheses concerning the impact of trait by individual difference interactions on human communication behavior.     

The effects of power and message variables on compliance

It has long been recognized in the nonverbal communication literature that individual differences in extraversion are expected to be most clearly evident in expressive forms of nonverbal behavior. Although several studies designed to examine the correlation between extraversion and nonverbal behavior have been conducted, most attempts to summarize these studies reflect the inconsistent nature of the research findings. Indeed, correlations range from ?.36 to .73. The extant literature summaries are limited to narrative reviews, however, which tend to be highly selective. The purpose of this study was to meta‐analyze the relevant studies. Results indicated that the mean correlation coefficient weighted for sample size was .13 for the entire sample of studies. Although 63% of the variance was attributable to sampling error, the distribution of correlations was heterogeneous. The remaining variance was due to two methodological artifacts: sample size and the number of nonverbal behaviors coded. For example, hierarchical breakdowns by moderator indicated that the mean correlation was .50 for highly focused studies—those in which researchers concentrated on a few behaviors and limited coding to 40 or fewer subjects. A cognitive‐overload model for these findings is offered and corroborated by findings from other research domains. Implications for communication research and theory are discussed. In addition to clarifying the empirical relationship between extraversion and nonverbal behavior, the contributions of this study reside, in part, in its implications for large samples and large numbers of nonverbal behaviors coded in research and for meta‐analyses of such research literatures.     

An application of attribution principles to nonverbal behavior in romantic dyads

This article suggests ways in which attribution theories can explain the interpretation processes involved in understanding nonverbal behavior. An experiment examined attribution choices for nonverbal messages between romantic partners. Couples (N = 63) were videotaped while playing a game of “Trivial Pursuit.” During the interaction, one member of the dyad manipulated his or her nonverbal behaviors to appear positive at one point and negative at a second time period. If noticed, the partner made attributions for these behaviors. It was found that level of relational satisfaction correlated with perceptions of cause for nonverbal messages. In particular, negative behaviors were seen to be more intentional, stable, and controllable, whereas positive cues were perceived to be more external, unstable, and specific as relational satisfaction decreased. Further, satisfied couples were more likely to offer neutral motives for the negative behaviors of their partners. Overall, negative behaviors more commonly elicited overt attributions than did positive or baseline cues, but the number of attributions provided to account for the behaviors increased along with satisfaction level.     

Students' perceptions of teachers' nonverbal behavior: Comparison of American and international students' classroom response

For some international students, teachers' nonverbal immediacy may constitute a violation of expectations in classroom behavior. Using Expectancy Violation Theory framework, this study investigated differences in students ‘perceptions of teachers’ nonverbal immediacy by comparing American and international students studying in the U.S. The findings confirmed that (1) teachers' nonverbal immediacy is perceived as more appropriate by American students than by international students, (2) there are differences in evaluations of specific nonverbal immediacy behaviors by American students and international students, and (3) perceptions depended on student gender for some behaviors, but not teacher's gender. Learning was more positively related to perceived immediacy behaviors for international students than their American counterparts.     

The impact of multichannel message inconsistency on verbal and nonverbal decoding behaviors

This study examines the relative importance and specific nature of the nonverbal and verbal decoding behaviors that subjects use to respond to inconsistent messages. The results indicate not only that inconsistent messages have a greater impact on nonverbal than verbal decoding behaviors but that individuals responding to such messages behave in ways predicted by the double‐bind theory of communication. Decoding behaviors appear to pass through a three‐step sequence which moves from confusion and uncertainty to a high degree of deliberation and interest to expressions of displeasure, hostility, and withdrawal. These decoding behaviors are illustrated and their theoretical implications discussed.     

Responses to nonverbal intimacy change in romantic dyads: Effects of behavioral valence and degree of behavioral change on nonverbal and verbal reactions

Various theories of nonverbal adaptation feature behavioral valence (i.e., positive vs. negative behavior) and degree of behavioral change (e.g., very low vs. low intimacy) as critical elements affecting whether changes in nonverbal intimacy are met with reciprocity or compensation. The present study, which utilizes data from 100 romantic dyads, makes comparisons across five conditions: very low intimacy, low intimacy, very high intimacy, high intimacy, and a no change (control) condition. Repeated measures analyses of variance showed that targets in the two high intimacy conditions reciprocated their partners' intimacy change by appearing more nonverbally involved and pleasant and engaging in more verbal intimacy. Targets in the two low intimacy conditions also reciprocated by becoming less nonverbally pleasant and fluent as well as more verbally hostile. However, these targets also used verbal repair strategies, thereby showing some degree of compensation. Targets in the very low intimacy condition also became more vocally anxious and less composed after their partners decreased intimacy. Targets in the very low intimacy condition were abo particularly likely to engage in verbal repair strategies. These and other findings are discussed in light of their implications for applying theories of nonverbal intimacy exchange to the context of romantic relationships.     

The role of nonverbal behaviors as distractors in resistance to persuasion in interpersonal contexts

The role of two nonverbal variables, conversational distance and physical self‐presentation, are examined as potential sources of distraction with consequent effects on susceptibility to persuasion. A model of conversational distancing violations is adapted to a distraction perspective to predict how nonverbal variables specifically might function as distractors. Results of an experiment manipulating violations of distancing expectations and physical attractiveness of confederates (N = 350) indicate that both may be sources of distraction, and offer modest support for the prediction that attractive individuals engaging in violations of expectations will serve as positive sources of distraction, leading to greater susceptibility to persuasion. Failure to support the prediction that unattractive individuals engaging in violations of expectations foster more resistance to persuasion is partly explained by the lack of a sufficiently unattractive confederate.     

An experimental study of the effects of orientation behavior on small group consensus

This study investigated the relationship between orienting behavior and small group consensus. Employing a confederate to manipulate orientation behavior in three experimental conditions, thirty small group discussions were used to assess the effects of orientation on distance from consensus. Groups assigned to the High Orientation condition were significantly closer to consensus after discussion than groups in either the Low or No Orientation conditions. There was no significant difference between the Low and the No Orientation conditions. When total orientation behavior (manipulated and natural) was considered, an identical amount of perceived orientation behavior was found in the No and Low Orientation conditions. This finding paralleled the results obtained on distance from consensus.     

The impact of supervisor and subordinate immediacy on relational and organizational outcomes

Hypotheses were advanced based on the immediacy principle, accommodation theory, reciprocity theory, and previous research in another applied context which argue that increased nonverbal immediacy behaviors of supervisors have the potential to enhance subordinates’ perceptions of that supervisor, increase subordinate satisfaction with the supervisor and communication with the supervisor, and increase motivation and job satisfaction on the part of the subordinate. All of the hypotheses were supported by the results. The “principle of immediate communication” received strong support. It is concluded that increased immediacy on the part of either the supervisor or the subordinate is likely to generate reciprocity and accommodation leading to a more positive work environment and more desirable outcomes.     

The effects of cd-rom on library services

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The effects of comprehension loss on persuasion

Traditional definitions of the glass ceiling perpetuate gender‐biased organizational practices and quick‐fix solutions. By creating an illusion of opportunity for women, they prevent critical assessment of contemporary organizational practices and of gendered communication. This article engages in feminist research as praxis first by discussing how current organizational practices fail to alter power imbalances. To create awareness of unjust organizing processes, these ways we ordinarily “do gender” are juxtaposed against contrastive contexts: alternative settings (organizational forms), processes (community‐as‐dialectic), and organization members (women). These alternatives enable us to visualize how language creates and sustains gender divisions that emerge in glass ceiling processes and effects. The second stage in research as praxis calls for action. I discuss implications for research and for change that challenge the gendered motif of organizational life.     

The demand for and use of outcomes information

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The impact of communication apprehension and fear of talking with a physician on perceived medical outcomes

This study examined the relationships among trait CA, state CA (fear of interacting with a physician), and patient perceived satisfaction with quality of medical care and physician. The results indicated that trait CA and fear of the physician were positively related. However, trait CA was not significantly related to patient perceived satisfaction with quality of medical care or physician. State CA, in contrast, was significantly negatively related to both patient perceived satisfaction with medical care and satisfaction with physician. It is concluded that future research should investigate the impact of physicians’ engaging in positive communication behaviors on patients’ apprehension and medical outcomes.     

The effects of language intensity modification on perceived verbal aggressiveness

This study examined the effects of variation in language intensity on the perceived aggressiveness of sentences representing five empirically established levels of verbal aggression. Subjects read and rated the aggressiveness of replicated sentences in which the level of verbal aggression and language intensity had been systematically varied. Tests of the hypothesized relationship between language intensity, verbal aggression and perceived aggressiveness gave evidence that frequency adverbs do affect the perceived aggressiveness of sentences at most levels of verbal aggression. Increasing language intensity increases perceived verbal aggression only at low levels of verbal aggression; decreasing language intensity is most effective at higher levels of verbal aggression.     

The impact of IAIMS at Georgetown: strategies and outcomes.

Integration of multiple information systems of a medical center will change the way physicians work and practice medicine in the future. Several major steps must be taken by an institution to make this a reality. Since 1983, Georgetown has been engaged in an Integrated Academic Information Management System (IAIMS) project to bring together multiple sources of information that reside on different computers and database systems. Georgetown is developing a Biotechnology and Biomedical Knowledge Network that includes informational and clinical databases, scholar workstations, instruction on computer use, a campuswide network with local area network nodes, and a modular approach to systems integration. The IAIMS project, spearheaded by the medical library, has enabled a broad spectrum of health professionals to benefit directly from new, dynamic information services. The network is heavily used; in 1991, more than 2,100 individual users conducted more than 148,500 computer functions and more than 104,000 searches. There is economy of scale in high-volume use. Overall, the average search cost is $1.57; for high use databases the cost is $0.38, and for low use, it is $9.41. As described in this paper, IAIMS offers a cost-effective means of enhancing patient care by improving information services to physicians. At Georgetown, IAIMS has advanced the concept of integration, accelerated use of computers in education, increased user acceptance of advanced technologies, and established cost factors for providing information resources. While progress made in improving the transfer of medical information is impressive, it is clear that IAIMS requires several more years of support to achieve full implementation.     

The utilitarian and hedonic outcomes of music information-seeking in everyday life

This qualitative study focuses on what contributes to making a music information-seeking experience satisfying in the context of everyday life. Data were collected through in-depth interviews conducted with 15 younger adults (18 to 29 years old). The analysis revealed that satisfaction could depend on both hedonic (i.e., experiencing pleasure) and utilitarian outcomes. It was found that two types of utilitarian outcomes contributed to satisfaction: (1) the acquisition of music, and (2) the acquisition of information about music. Information about music was gathered to (1) enrich the listening experience, (2) increase one's music knowledge, and/or (3) optimize future acquisition. This study contributes to a better understanding of music information-seeking behavior in recreational contexts. It also has implications for music information retrieval systems design: results suggest that these systems should be engaging, include a wealth of extra-musical information, allow users to navigate among music items, and encourage serendipitous encountering of music.     

Ideology beyond partisanship: The behavior of judges on freedom of information cases in Chile

Based on an original database on votes in non-unanimous decisions (n = 502) in an independent administrative tribunal resolving Freedom of Information (FOI) cases between 2009 and 2017 in Chile, this research tests whether partisanship and ideology explain judges' decisions on administrative information disclosure. We specify a logistic model with pairs cluster bootstrapped t-statistics to account for votes nested in judges and calculate correcting standard errors. The study indicates that when appointing FOI judges close to their parties, politicians cannot count with responsive same party judges to rule in their favor when resolving FOI disputes. Nonetheless, ideology is a strong predictor of judges' decisions when resolving FOI disputes related to privacy and commercial secrets. In doing so, the study enhances our understanding of the behavior of administrative judges working in agencies in charge of controlling the government and sheds light on the role of ideology on adjudication in FOI disputes -an area of law barely explored empirically.     

The interactive effects of touch and touch avoidance on interpersonal evaluations

The importance and complexity of tactile communication in a variety of interpersonal contexts is underscored in the nonverbal communication literature. However, whether touch produces positive or negative effects on interpersonal relationships may depend upon the coactants’ levels of touch avoidance. The present experimental study examined the interactive effects of touch and touch avoidance on interpersonal attraction and perceived homophily. The results of a MANOVA and follow‐up univariate tests demonstrated that interpersonal attraction and perceived homophily are dependent, in part, on the receiver's level of touch avoidance. Touch avoiders rated confederates who touched them lower in attraction and homophily than did touch approachers who were touched. A gender of confederate effect was also observed. These findings are consistent with the extant literature.