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ERIC Number: ED186956
Record Type: RIE
Publication Date: 1980-Apr
Pages: 47
Abstractor: N/A
Reference Count: 0
Violating Interpersonal Distancing Expectations, Distraction and Reward on Source Attraction, Credibility and Persuasion.
Stacks, Don W.; Burgoon, Judee K.
The role of two nonverbal variables, conversational distance and physical self-presentation, were examined as potential sources of distraction and for their consequent effects on susceptibility to persuasion. The distraction literature was reviewed and synthesized into five propositions, which served as a starting point for predicting how distraction should generally affect persuasion. A model of conversational distancing violations was then adapted to predict how nonverbal variables specifically might function as distractors. A total of 350 college students were then involved in an experiment that manipulated violations of distancing expectations and attractiveness of confederates. The results supported distance violations and physical appearance as sources of distraction and provided some 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. Predictions regarding propensity to counterargue and derogate a source were not supported and raised questions about the measurement or conceptualization of the construct. (Author/FL)
Publication Type: Information Analyses; Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Southern Speech Communication Association (50th, Birmingham, AL, April 8-11, 1980).