In theories and studies of persuasion, people's personal knowledge about persuasion agents' goals and tactics, and about how to skillfully cope with these, has been ignored. We present a model of how people develop and use persuasion knowledge to cope with persuasion attempts. We discuss what the model implies about how consumers use marketers' advertising and selling attempts to refine their product attitudes and attitudes toward the marketers themselves. We also explain how this model relates to prior research on consumer behavior and persuasion and what it suggests about the future conduct of consumer research.

The Persuasion Knowledge Model: How People Cope with Persuasion Attempts

Meta-analyses of sex differences in physical aggression to heterosexual partners and in its physical consequences are reported. Women were slightly more likely (d = -.05) than men to use one or more act of physical aggression and to use such acts more frequently. Men were more likely (d =. 15) to inflict an injury, and overall, 62% of those injured by a partner were women. The findings partially support previous claims that different methods of measurement produce conflicting results, but there was also evidence that the sample was an important moderator of effect size. Continuous models showed that younger aged dating samples and a lower proportion of physically aggressive males predicted effect sizes in the female direction. Analyses were limited by the available database, which is biased toward young dating samples in the United States. Wider variations are discussed in terms of two conflicting norms about physical aggression to partners that operate to different degrees in different cultures.

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Sex differences in aggression between heterosexual partners: a meta-analytic review.

This review focuses on the pathway leading from the marital relationship to physical health. Evidence from 64 articles published in the past decade, particularly marital interaction studies, suggests that marital functioning is consequential for health; negative dimensions of marital functioning have indirect influences on health outcomes through depression and health habits, and direct influences on cardiovascular, endocrine, immune, neurosensory, and other physiological mechanisms. Moreover, individual difference variables such as trait hostility augment the impact of marital processes on biological systems. Emerging themes in the past decade include the importance of differentiating positive and negative dimensions of marital functioning, the explanatory power of behavioral data, and gender differences in the pathways from the marital relationship to physiological functioning. Contemporary models of gender that emphasize self-processes, traits, and roles furnish alternative perspectives on the differential costs and benefits of marriage for men's and women's health.

Marriage and health: his and hers.

Do people behave differently when they are lying compared with when they are telling the truth? The combined results of 1,338 estimates of 158 cues to deception are reported. Results show that in some ways, liars are less forthcoming than truth tellers, and they tell less compelling tales. They also make a more negative impression and are more tense. Their stories include fewer ordinary imperfections and unusual contents. However, many behaviors showed no discernible links, or only weak links, to deceit. Cues to deception were more pronounced when people were motivated to succeed, especially when the motivations were identity relevant rather than monetary or material. Cues to deception were also stronger when lies were about transgressions.

Cues to deception

Moral emotions represent a key element of our human moral apparatus, influencing the link between moral standards and moral behavior This chapter reviews current theory and research on moral emotions We first focus on a triad of negatively valenced “self-conscious” emotions—shame, guilt, and embarrassment As in previous decades, much research remains focused on shame and guilt We review current thinking on the distinction between shame and guilt, and the relative advantages and disadvantages of these two moral emotions Several new areas of research are highlighted: research on the domain-specific phenomenon of body shame, styles of coping with shame, psychobiological aspects of shame, the link between childhood abuse and later proneness to shame, and the phenomena of vicarious or “collective” experiences of shame and guilt In recent years, the concept of moral emotions has been expanded to include several positive emotions—elevation, gratitude, and the sometimes morally relevant experience o

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Moral emotions and moral behavior

Competent Communication in Everyday Life Approaches to the Conceptualization of Competence Competence in Communicating A Critique of Issues Model of Relationship Competence Implications and Future Directions

Interpersonal communication competence

1. Overview of the Dark Side of Relationships Research Daniel Perlman and Rodrigo J. Carcedo 2. May-December Paradoxes: An Exploration of Age-Gap Relationships in Western Society Justin J. Lehmiller and Christopher R. Agnew 3. Fairytales and Tragedies: Narratively Making Sense of the Dark Side (and the Dark Side of Making Sense) of Personal Relationships Jody Koenig Kellas, Erin K. Willer, and Haley Kranstuber 4. Dark Sides of Computer-Mediated Communication David C. DeAndrea, Stephanie Tom Tong, and Joseph B. Walther 5. Internet Matching Services: The Good, the Bad, and the Ugly (Disguised as Attractive) Susan Sprecher 6. Affectionate Communication is Good, Except When it isn't: On the Dark Side of Expressing Affection Kory Floyd and Perry M. Pauley 7. Infidelity: When, Where, Why Irene Tsapelas, Helen E. Fisher, and Arthur Aron 8. Relational Turbulence: What Doesn't Kill Us Makes Us Stronger Denise Haunani Solomon and Jennifer A. Theiss 9. In-Laws or Outlaws: The Dark and the Bright in In-Law Relationships Mary Claire Morr Serewicz and Rebecca A. Hosmer 10. Dark Clouds with Silver Linings: The (Dys)Functional Ambivalence of Stepfamily Relationships Paul Schrodt and Dawn O. Braithwaite 11. Women's Relationships with Incarcerated Men Susan A. Miller and Diane H. Felmlee 12. The Meaning of Girls' Social Aggression: Nasty or Mastery? Erin K. Willer and William R. Cupach 13. Intimate Partner Violence and Aggression: Seeing the Light in a Dark Place Brian H. Spitzberg 14. Narcissism and Relationships: From Light to Dark Joshua D. Foster and Jean M. Twenge 15. Living Single: Lightening Up those Dark, Dopey Myths Bella DePaulo

The dark side of close relationships.

The state of the art of stalking: Taking stock of the emerging literature

1: An Introduction to Interpersonal Competence.- Definitions.- Competence.- Skill(s).- Knowledge.- Motivation.- Themes in the Competence Literature.- Control.- Collaboration.- Adaptability.- Summary.- 2: The Social Relevance of Competence.- Mental Disorders.- Mental Illness and Schizophrenia.- Depression.- Anxiety Disorders.- Stress-Related Disorders.- Anxiety.- Shyness.- Relational Disorders.- Heterosocial Anxiety and Skills.- Loneliness.- Network Adjustment.- Academic Disorders.- Developmental Disorders of Children.- Other Socially Relevant Phenomena.- Juvenile Delinquency.- Drug Abuse.- Mental Retardation.- Sexual Offense.- Therapeutic Outcomes.- Summary.- 3: Issues in Interpersonal Competence Research.- Trait Versus State.- Distinguishing Features of Traits and States.- Criticisms of Trait Competence Measures.- Criticisms of State Competence Measures.- Locus of Measurement.- Actor's Self-Evaluation.- Partner's Evaluation of Actor.- Third-Party Observations.- Comparisons of Actor, Partner and Observer Perspectives.- Individual Versus Relational Competence.- General Relational Competence.- Specific Relational Competence.- Interactional Competence.- Neglected Measurement Issues.- Artifacts.- Level of Abstraction.- Timing of Competence Judgments.- Summary.- 4: A Review of Measures.- Decision Parameters for Reviewing Measures.- A Grammar of Measurement Concepts.- Cone's Behavioral Assessment Grid.- Constellation Measures of Interpersonal Competence.- Assertiveness.- Empathy and Role-Taking.- Motivation.- Fundamental Social/Behavioral Competence.- Children's Competence.- Issues of Factor Structure.- A Description of Measures of Interpersonal Competence.- 5: Priorities for Interpersonal Competence Research.- The Need for Theory Development.- Promising Directions for Measurement.- Behavior Analytic Method.- Utility X Generalizability Decision Approach.- Incorporating Context into Competence Research.- Links Between Context and Interpersonal Competence.- Strategies for Assessing Situation.- Challenges in Accounting for Situation.- Summary and Conclusions.- A Bibliography on Interpersonal Competence.

Handbook of interpersonal competence research

Authors William R Cupach and Brian H Spitzberg synthesize the expanding multidisciplinary base of knowledge about obsessive relational intrusion (ORI) and stalking, presenting a comprehensive scholarly consideration of these behaviors Their inclusive approach is reflected in the breadth of research represented, including social, clinical and forensic psychology, psychiatry, counseling, communication, criminal justice, law enforcement, sociology, social work, threat assessment and management, and family studies The work also draws upon the multidisciplinary scholarship on social and personal relationshipsThe chapters in this volume:*provide historical and definitional frames for studying unwanted relationship pursuit, and consider the role of such sources as the media, law, and social science research in shaping the contemporary multifaceted and multifarious conceptualizations of stalking;*elaborate the authors' assumption that much unwanted relationship pursuit owes to complications inherent in the processes of constructing and dismantling relationships, examine the factors that conspire to create slippage between two persons' conceptions of their "shared" relationship, and explore the cultural practices associated with relationship dissolution that tend to reinforce persistence in unwanted pursuit;*chart the topography of unwanted pursuit, offering a unique and comprehensive synthesis of relevant research bearing on several issues, and a review of the temporal stages and characteristics of stalking;*consider promising theories and variables for explaining the occurrence of unwanted pursuit; and*discuss the issues pertinent to threat assessment, managing unwanted pursuit and offering a comprehensive typology of victim consequences of pursuitThe volume concludes with thoughts about "correcting courtship" Drawing on the interpersonal competence literature, Cupach and Spitzberg speculate on ways in which enhancing relationship management skills could help diminish the incidence and debilitating consequences of ORI and stalkingWith this work, the authors provide a clearer picture of the current state of knowledge about stalking, and in so doing, identify productive paths for scholarly inquiry and ultimately bolster the effectiveness of prevention and intervention efforts The volume is destined to promote and publicize the multidisciplinary nature of stalking research such that cross-fertilization of interested fields might yield new and better insights It will be required reading for the cross-disciplinary community of academics and professionals who are committed to understanding and responding to unwanted relationship pursuit and stalking

William R. Cupach

Papers

Interpersonal communication competence

The dark side of close relationships.

The state of the art of stalking: Taking stock of the emerging literature

Handbook of interpersonal competence research

The Dark Side of Relationship Pursuit: From Attraction to Obsession and Stalking