I. Key Assumptions

    A. Theories of message production/reception & processing share
          many of the assumptions of structural and functional theories
          but are more individualistic.

    B. Communication is a behavioral outcome of cognitive processes.

    A. Behavioral Theories
 
 

        1. Classical conditioning
 
 
 
 
 
 

        2. Operant conditioning
 
 
 
 
 
 

    B. Cognitive Theories
 
 
 
 
 
 

III. Traits, States & Processes
 
 

    A. Trait Theories

        1. Communication apprehension
 
 
 
 
 
 

        2. Rhetorical sensitivity
 

            a) Noble selves
 
 
 

            b) Rhetorical reflectors
 
 
 
 

            c) Rhetorically sensitive
 
 
 
 
 
 

    B. Process of message production

        1. Speech accommodation theory

            a) Convergence vs divergence
 
 
 
 

            b) Mutual vs. nonmutual
 
 
 
 

            c) Partial vs. complete
 
 
 
 

            d) Positive vs. negative
 
 
 
 
 
 

        2. Constructivism
 
 

            a) Constructivism defined
 
 
 
 
 
 

            b) Cognitive complexity
 
 
 
 
 
 

        3. Compliance-gaining strategies

            a) Sanction

                *Rewards: ingratiation, promise, debt, esteem, allurement
 

                * Punishment: aversive stimulation, threat, guilt, warning

            c) Argument: direct request, explanation, hinting
 
 
 
 

            d) Circumvention: deceit
 
 
 
 
 
 

IV. Exercises & Application

    A. Communication Apprehension: Trait or State. (Handout in
         class).

    B. Cognitive Complexity & Compliance Gaining Exercise