Focuses on the preliminary process of corporate advocacy, which provides direction for issues management. Provides insights into: (1) the degree to which organizational spokespersons are willing to express a position on a variety of issues; (2) how such positions come to be advocated through organizational communication; and (3) how organizational…

Tests the effects of the Open and Dominant communication styles (from R. Norton's communicator style dimensions) on judgments and perceptions of sales effectiveness. Finds the respondents rated the high Dominant/low Open and low Dominant/high Open salesperson more favorably than the high Dominant/high Open or low Dominant/low Open salesperson. (MG)

Uses dispositional and situational versions of novelty, conspicuousness, subordinate status, and a measure of public speaking apprehension to predict state anxiety in response to a public speaking task. Finds that a model consisting of trait versions of novelty, conspicuousness, and subordinate status significantly predicts public speaking state…

Describes characteristics of "jamming" experiences in human communication, instances of fluid behavioral coordination that occur without detailed knowledge of personality. Provides examples of how these experiences strike a balance between autonomy and interdependence and are even transcendent. Discusses four preconditions for…

Presents a sequential model describing routine telephone openings. Tests a model against tape recorded and transcribed data in naturally occurring telephone openings. Finds a distinct minority of telephone openings proceed precisely as the model might predict, but that routines do provide templates against which emergent usages are marked. (MS)

Argues that morality is a form of reality construction requiring a socially negotiated sensibility. Notes that this view is harmonious with the essential interpretive task of journalism. Stresses the importance of moral imagination as an aspect of moral reasoning, and claims that ethical action depends on an ethics of vision, a "seeing"…

Argues that the study of literature can help address the value dimensions of health communication. Maintains that literature provides a rich emotional context for characters' actions and interactions, which helps to direct readers' attention to the value dimensions of the situation at hand. (SR)

Reviews some of the research on communication, conflict, dispute resolution, and theories of conflict. (SR)

Tests three different models (information exchange, heuristic trial and error, and coercion avoidance) for achieving integrative outcomes in buyer-seller bargaining. Finds that communication processes both predict and mediate the influence of aspirations on integrative outcomes. (SR)

Investigates the relationship between coorientational accuracy and differentiation time and two dimensions of conflict (interaction satisfaction and assertiveness of influence strategies). Suggests that entering a conflict with high coorientational accuracy leads to less differentiation and fewer assertive strategies during the confrontation and…

Articulates a case for triangulation as a research strategy to aid in the development of theoretical claims and the integration of theory. Demonstrates the potential and actual uses of these types of triangulation for argumentation by examining research in everyday argument and argument fields. (MS)

Reviews the development of research on the persuasive effects of evidence, focusing on research dealing with the impact of evidence on persuasive communication. Concludes that evidence makes a difference in persuasive argument, and that the difference is affected by evidence type, along with relevant source, message, and receiver elements (191…

Replies to an article in "Human Communication Research" (v14, n4), "Item Desirability Effects in Compliance-Gaining Research: Seven Studies Documenting Artifacts" by Brant R. Burleson, Steven R. Wilson, Michael S. Waltman, Elizabeth M. Goering, Teresa K. Ely, and Bryan B. Whaley. (MS)

Points out some of the mutually illuminating relationships that offer an astringent challenge to communication/community research. Argues that community mass media campaigns can be very successful when they are part of an integrated program that uses local celebrities, live meetings, and easily measured finite goals. (RAE)

Explores the worth of high impact/low probability arguments as "real world" policy arguments. Evaluates four National Debate Tournament (NDT) final round disadvantages by students using the subjective probability model. Finds that although NDT disadvantages were perceived to be a technically sound form of argumentation, they were not…