Three field experiments on the effects of violations of conversational distance

Bibliographic Data

ID12011002
AuthorsJudee K Burgoon (0000-0002-5524-3734, Michigan State University, corresponding author), Lynn Aho (Michigan State University)
Year1982
Volume49
Issue2
Pages71-88
Publication date1982-06-01
Peer ReviewedYes
Open AccessNo
TypeARTICLE
VenueCommunication Monographs (JOURNAL)
Journal identifiersISSN: 0363-7751 • E-ISSN: 1479-5787
PublisherTaylor & Francis (PUBLISHER • GB)
DOI10.1080/03637758209376073
OpenAlexW2133649660
LanguageEN
Citations received28
References cited38

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

Attractiveness · Clothing · Cognitive dissonance · Cognitive psychology · Construal level theory · Developmental psychology · Distancing · Distraction · Hofstede's cultural dimensions theory · Interpersonal communication · Nonverbal communication · Novelty · Physical attractiveness · Reciprocity (cultural anthropology · Situational ethics · Social distance · Customer Service Quality and Loyalty · Psychology · Psychology of Social Influence · Social Psychology · Stalking, Cyberstalking, and Harassment