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)

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…

Proposes and tests a model of the relationship between beliefs and behavioral intentions based on a mathematical probability theory. (MH)

Hypothesizes that the ability to create an attitude which would be resistant to later persuasive attack depends largely on whether the attitude is initially induced through direct persuasion or self-persuasion. Reviews a study designed to determine which technique produces greater resistance to subsequent persuasive attacks. (MH)

The purpose of this study was to determine the predicted differences in the effectiveness of social approval and disapproval cues. Three hypotheses were tested to determine what the effect on communication is if the source of the cue is a peer, family member, or society and what the response will be when a message advocates a position discrepant…

The program was developed incorporating factors of the Health Belief Model (HBM) and persuasive communication. Results demonstrated the overall effectiveness of the program. However, the program should be used on to determine the appropriateness of using the HBM as a theoretical base. (Author/BEF)

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…

In a presidential election campaign, any dimension of an image is important if it motivates the voters to favor or disfavor a candidate. Therefore, to study what motivates electoral behavior is one way to study the persuasion of image building in presidential campaigns. In this paper some of the research in presidential election campaigns is…

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)…

Reexamines existing research in persuasion by testing the predispositional and alignmental hypotheses. Evidence of past investigative failures is discussed and implications for future research are presented. (MH)