Three field experiments on the effects of violations of conversational distance

Judee K Burgoon, Lynn Aho

Research output: Contribution to journalArticle

55 Citations (Scopus)

Abstract

The effects of interpersonal reward and violations of conversational distancing expectations on compliance and interaction behaviors were tested in three retail shopping settings. Subjects were salespeople (N = 70, N = 49, N = 104) who were approached by confederates posing as customers or students conducting interviews on consumer behavior. Two levels of interpersonal reward (high versus low levels of apparent status, attractiveness, purchasing power and/or expertise) and three levels of distance (close violation, norm, far violation) were manipulated. Results showed high reward to induce more compliance with a request and more favorable interaction patterns than low reward. Distance violations evoked more arousal, activation and apparent distraction, while the favorability of reactions to distance violations tended to vary by reward level, as expected. Confounding effects of gender, confederate communication style, and possible nonverbal norms for compensation and reciprocity are also discussed.

Original languageEnglish (US)
Pages (from-to)71-88
Number of pages18
JournalCommunication Monographs
Volume49
Issue number2
DOIs
StatePublished - 1982
Externally publishedYes

Fingerprint

reward
Consumer behavior
experiment
Purchasing
Experiments
Chemical activation
Students
norm violation
interaction behavior
Communication
interaction pattern
purchasing power
consumption behavior
reciprocity
social attraction
activation
expertise
customer
Compliance
Reward

ASJC Scopus subject areas

  • Language and Linguistics
  • Communication

Cite this

Three field experiments on the effects of violations of conversational distance. / Burgoon, Judee K; Aho, Lynn.

In: Communication Monographs, Vol. 49, No. 2, 1982, p. 71-88.

Research output: Contribution to journalArticle

@article{4b1e469678604edd9af6010ec23ae8b2,
title = "Three field experiments on the effects of violations of conversational distance",
abstract = "The effects of interpersonal reward and violations of conversational distancing expectations on compliance and interaction behaviors were tested in three retail shopping settings. Subjects were salespeople (N = 70, N = 49, N = 104) who were approached by confederates posing as customers or students conducting interviews on consumer behavior. Two levels of interpersonal reward (high versus low levels of apparent status, attractiveness, purchasing power and/or expertise) and three levels of distance (close violation, norm, far violation) were manipulated. Results showed high reward to induce more compliance with a request and more favorable interaction patterns than low reward. Distance violations evoked more arousal, activation and apparent distraction, while the favorability of reactions to distance violations tended to vary by reward level, as expected. Confounding effects of gender, confederate communication style, and possible nonverbal norms for compensation and reciprocity are also discussed.",
author = "Burgoon, {Judee K} and Lynn Aho",
year = "1982",
doi = "10.1080/03637758209376073",
language = "English (US)",
volume = "49",
pages = "71--88",
journal = "Communication Monographs",
issn = "0363-7751",
publisher = "Routledge",
number = "2",

}

TY - JOUR

T1 - Three field experiments on the effects of violations of conversational distance

AU - Burgoon, Judee K

AU - Aho, Lynn

PY - 1982

Y1 - 1982

N2 - The effects of interpersonal reward and violations of conversational distancing expectations on compliance and interaction behaviors were tested in three retail shopping settings. Subjects were salespeople (N = 70, N = 49, N = 104) who were approached by confederates posing as customers or students conducting interviews on consumer behavior. Two levels of interpersonal reward (high versus low levels of apparent status, attractiveness, purchasing power and/or expertise) and three levels of distance (close violation, norm, far violation) were manipulated. Results showed high reward to induce more compliance with a request and more favorable interaction patterns than low reward. Distance violations evoked more arousal, activation and apparent distraction, while the favorability of reactions to distance violations tended to vary by reward level, as expected. Confounding effects of gender, confederate communication style, and possible nonverbal norms for compensation and reciprocity are also discussed.

AB - The effects of interpersonal reward and violations of conversational distancing expectations on compliance and interaction behaviors were tested in three retail shopping settings. Subjects were salespeople (N = 70, N = 49, N = 104) who were approached by confederates posing as customers or students conducting interviews on consumer behavior. Two levels of interpersonal reward (high versus low levels of apparent status, attractiveness, purchasing power and/or expertise) and three levels of distance (close violation, norm, far violation) were manipulated. Results showed high reward to induce more compliance with a request and more favorable interaction patterns than low reward. Distance violations evoked more arousal, activation and apparent distraction, while the favorability of reactions to distance violations tended to vary by reward level, as expected. Confounding effects of gender, confederate communication style, and possible nonverbal norms for compensation and reciprocity are also discussed.

UR - http://www.scopus.com/inward/record.url?scp=84972857529&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=84972857529&partnerID=8YFLogxK

U2 - 10.1080/03637758209376073

DO - 10.1080/03637758209376073

M3 - Article

AN - SCOPUS:84972857529

VL - 49

SP - 71

EP - 88

JO - Communication Monographs

JF - Communication Monographs

SN - 0363-7751

IS - 2

ER -