The Communication of Identity During Face-to-Face Persuasive Interactions: Effects of Perceiver's Construct Differentiation and Target's Message Strategies

Barbara J. O'keefe, Gregory J. Shepherd

Research output: Contribution to journalArticle

23 Scopus citations

Abstract

This investigation of face-to-face conversational behavior examined the strategies people employ to deal with the face- and interaction-threatening implications of argumentative behavior and explored the joint influence of individual differences in perceivers' interpersonal construct systems and message producers' communication strategies on the content and structure of impressions of message producers. In general, we found that the complexity of the perceiver's interpretive frame interacted with features of target behavior to affect both the meaning given to behavior and the organization of inferences about behavior in an impression.

Original languageEnglish (US)
Pages (from-to)375-404
Number of pages30
JournalCommunication Research
Volume16
Issue number3
DOIs
StatePublished - Jun 1989

ASJC Scopus subject areas

  • Language and Linguistics
  • Communication
  • Linguistics and Language

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