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ERIC Number: ED253907
Record Type: Non-Journal
Publication Date: 1985-Feb
Pages: 29
Abstractor: N/A
Reference Count: N/A
An Examination of Behavioral Responses to Stereotypical Deceptive Displays.
Huddleston, Bill M.
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 message. Subjects, 160 college students, were told that the study was examining advertising effects and were told they would see a videotape that contained several ads. Half of the students were induced to become involved with the one of the ads by a promise of a free product, the other half were told that the target ad was not properly representing the product. In addition, the target ad had been manipulated so that in one version the speaker avoided eye contact, did not smile, and shifted posture--all behaviors associated with deception. After viewing the videotape, the subjects completed a questionnaire that dealt with the ads and the program, with their television viewing habits, and with their responses to the ads. Using a 2 X 2 X 2 factorial design, the study found that the speaker who engaged in deceptive behavior received only negative appraisals from the subjects who initially cared very little about the product. Conversely, subjects who saw the speaker as being highly relevant tended to base their evaluations on the strength of the arguments the speaker used to construct the message. (FL)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A