ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00021.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00022.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

Based on the assumptions that relational messages are multidimensional and that they are frequently communicated by nonverbal cues, this experiment manipulated five nonverbal cues ‐eye contact, proximity, body lean, smiling, and touch ‐ to determine what meanings they convey along four relational message dimensions. Subjects (N= 150) observed 2 out of 40 videotaped conversational segments in which a male‐female dyad presented various combinations of the nonverbal cues. High eye contact, close proximity, forward body lean, and smiling all conveyed greater intimacy, attraction, and trust. Low eye contact, a distal position, backward body lean, and the absence of smiling and touch communicated greater detachment. High eye contact, close proximity, and smiling also communicated less emotional arousal and greater composure, while high eye contact and close proximity alone conveyed greater dominance and control. Effects of combinations of cues and sex‐differences are also r

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00023.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

While there has recently been a notable increase in attempts by memory researchers to focus on more naturalistic stimuli little attention has been paid to conversations. Conversations represent stimuli that are distinctly different in a number of ways from most other stimuli that people are required to remember. Conversations are jointly created, constantly updated, and necessarily are readily accessible by participants. The present study, exploring people's memory for natural conversations in which they participate, finds that even after only five minutes people are able to recollect only about 10% of what was said in a social exchange. Further, the mode of recall (written versus oral) and the presence and type of memory goals affected what and how much of the interaction was recalled. Subjects also remembered more of their partner's comments in the interaction than their own. Finally, oral communication anxiety affected both the production of discourse in the conversations and recall of the interactions, while writing apprehension impacted subjects' written recalls of their conversations.

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00024.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

While much recent work has attempted to code negotiation interaction to identify how individuals use communication tactics in negotiation settings, many coding schemes have been developed to analyze simulated activities and may not be appropriate for the analysis of formal, professional negotiation events. Moreover, most coding research has failed to focus on the relationships between individual tactics and larger communication strategies. This article proposes a coding mechanism sensitive to formal, naturally occurring communication in negotiation settings and capable of identifying strategic use of individual tactics. The coding scheme is then applied to simulated and naturalistic negotiation interaction and the resulting data are assessed, using lag sequential analysis. Significant differences are reflected between the naturalistic and simulated interactions and strong patterns of communication strategy are identified.

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00025.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY

摘要:

This study considers an alternative perspective on the compliance‐gaining phenomenon, specifically the theory of politeness articulated by Brown and Levinson (1978). They posit that all interaction is characterized by concern over the other person's autonomy needs and his or her desire to be liked, manifested in message behavior that addresses these needs (i.e., politeness). Brown and Levinson's typology of politeness strategies was translated into 32 items to which 155 respondents indicated likelihood of use and perceived politeness. Respondents assessed the items while imagining themselves in one of eight hypothetical scenarios created to manipulate the three situational factors posited as significant by Brown and Levinson: relationship distance, relationship power, and the magnitude of the request. A factor analysis reduced the 32 tactics to four underlying factors, which in turn served as one variable set for a canonical correlation whose second variable set was the situational factors and the agent's gender. Results indicated that females and persons in close relationships use more polite tactics than males and persons in more distant relationships. Secondarily, results also indicated that persons with power use less politeness than less powerful person

ISSN:0360-3989    

DOI:10.1111/j.1468-2958.1984.tb00026.x

出版商:Blackwell Publishing Ltd    

年代:1984

数据来源: WILEY