The Influence of Acceptance Goals on Relational Perceptions

REFERENCES

• Adler, A. (1930). The education of children. London, UK: Allen and Unwin.
   Google Scholar
• Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Newbury Park, CA: Sage Publications.
   Google Scholar
• Appleton, J. J., Christenson, S. L., & Furlong, M. J. (2008). Student engagement with school: Critical conceptual and methodological issues of the construct. Psychology in the Schools, 45, 369–386.
   Web of Science ®Google Scholar
• Argyle, M., & Dean, J. (1965). Eye-contact, distance and affiliation. Sociometry, 28, 289–304.
   PubMedGoogle Scholar
• Baumeister, R. F., & Leary, M. R. (1995). The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117, 497–529.
   PubMed Web of Science ®Google Scholar
• Beatty, S. E., Mayer, M., Coleman, J. E., Reynolds, K. E., & Lee, J. (1996). Customer-sales associate retail relationships. Journal of Retailing, 72, 223–247.
   Web of Science ®Google Scholar
• Bernieri, F. J., Gillis, J. S., Davis, J. M., & Grahe, J. E. (1996). Dyad rapport and the accuracy of its judgment across situations: A lens model analysis. Journal of Personality and Social Psychology, 71, 110–129.
   Web of Science ®Google Scholar
• Buckley, K. E., Winkel, R. E., & Leary, M. R. (2004). Reactions to acceptance and rejection: Effects of level and sequence of relational evaluation. Journal of Experimental Social Psychology, 40, 14–28
   Web of Science ®Google Scholar
• Burgoon, J. K, & Hale, J. L. (1987). Validation and measurement of the fundamental themes of relational communication. Communication Monographs, 54, 19–41.
   Web of Science ®Google Scholar
• Burgoon, J. K. and Hoobler, G. (2002) Nonverbal signals. In M. L. Knapp and J. Daly (Eds.), Handbook of interpersonal communication (pp. 240–99). Thousand Oaks, CA: Sage.
   Google Scholar
• Cialdini, R. B. (2009). Influence: Science and practice. Boston, MA: Pearson Education.
   Google Scholar
• Coker, D. A., & Burgoon, J. K. (1987). The nature of conversational involvement and nonverbal encoding patterns. Human Communication Research, 13, 463–494.
   Web of Science ®Google Scholar
• Conway, M. A., & Bekerian, D. A. (1987). Organization in autobiographical memory. Memory and Cognition, 15, 145–191.
   Web of Science ®Google Scholar
• Coyne JC. (1976). Depression and the response of others. Journal of Abnormal Psychology, 85, 186–193.
   PubMed Web of Science ®Google Scholar
• DeWitt, T., & Brady, M. K. (2003). Rethinking service recovery strategies: The effect of rapport on consumer responses to service failure. Journal of Service Research, 6, 193–207.
   Google Scholar
• Docan-Morgan, T. (2011). “Everything changed”: Relational turning point events in college teacher–student relationships from teachers’ perspectives. Communication Education, 60, 20–50.
   Web of Science ®Google Scholar
• Downey, G., & Feldman, S. I. (1996). Implications of rejection sensitivity for intimate relationships. Journal of Personality and Social Psychology, 70, 1327–1343.
   PubMed Web of Science ®Google Scholar
• Drolet, A. L., & Morris, M. W. (2000). Rapport in conflict resolution: Accounting for how face-to-face contact fosters mutual cooperation in mixed-motive conflicts. Journal of Experimental Social Psychology, 36, 26–50.
   Web of Science ®Google Scholar
• Faranda,W. T., & Clarke I., III. (2004). Student observations of outstanding teaching: Implications for marketing educators. Journal of Marketing Education, 26, 271–281.
   Google Scholar
• Gillis, J. S., Bernieri, F. J., & Wooten, E. (1995). The effects of stimulus medium and feedback on the judgment of rapport. Organizational Behavior and Human Decision Processes, 63, 33–45.
   Web of Science ®Google Scholar
• Grahe, J. E., & Bernieri, F. J. (1999). The importance of nonverbal cues in judging rapport. Journal of Nonverbal behavior, 23, 253–269.
   Web of Science ®Google Scholar
• Grahe, J. E., & Sherman, R. A. (2007). An ecological examination of rapport using a dyadic puzzle task. The Journal of Social Psychology, 147, 453–475
   PubMed Web of Science ®Google Scholar
• Gremler, D. D., & Gwinner, K. P. (2008). Rapport-building behaviors used by retail employees. Journal of Retailing, 84, 308–324.
   Web of Science ®Google Scholar
• Hayes, A. F. (2012). PROCESS: A versatile computational tool for observed variable mediation, moderation, and conditional process modeling [White paper]. Retrieved from http://www.afhayes.com/public/process2012.pdf
   Google Scholar
• Heatherton, T. F., & Polivy, J. (1991). Development and validation of a scale for measuring state self-esteem. Journal of Personality and Social Psychology, 60, 895–910.
   Web of Science ®Google Scholar
• Jellison, J. M., & Gentry, K. W. (1978). A self-presentation interpretation of the seeking of social approval. Personality and Social Psychology Bulletin, 4, 227–230.
   Web of Science ®Google Scholar
• Lakin, J. L., & Chartrand, T. L. (2003). Using nonconscious behavioral mimicry to create affiliation and rapport. Psychological Science, 14, 334–339.
   PubMed Web of Science ®Google Scholar
• Leary, M. R. (1995). Self-presentation: Impression management and interpersonal behavior. Madison, WI: Brown & Benchmark Publishers.
   Google Scholar
• Leary, M. R. (2001). The self we know and the self we show: Self-esteem, self-presentation, and the maintenance of interpersonal relationships. In G. J. O. Fletcher & M. Clark (Eds.), Blackwell handbook of social psychology: Interpersonal processes (pp. 457–477). Malden, MA: Blackwell.
   Google Scholar
• Leary, M. R., & Allen, A. B. (2011). Belonging motivation: Establishing, maintaining, and repairing relational value. In D. Dunning (Ed.), Social motivation (pp. 37–56). Philadelphia, PA: Psychology Press.
   Google Scholar
• Leary, M. R., Cottrell, C. A., & Phillips, M. (2001). Deconfounding the effects of dominance and social acceptance on self-esteem. Journal of Personality and Social Psychology, 81, 898–909.
   PubMed Web of Science ®Google Scholar
• Leary, M. R., Nezlek, J. B., Downs, D., Radford-Davenport, J., Martin, J., & McMullen, A. (1994). Self-presentation in everyday interactions: Effects of target familiarity and gender composition. Journal of Personality and Social Psychology, 67, 664–673. doi:10.1037/0022-3514.67.4.664
   PubMed Web of Science ®Google Scholar
• Leary, M. R., Tambor, E. S., Terdal, S. K., & Downs, D. L. (1995). Self-esteem as an interpersonal monitor: The sociometer hypothesis. Journal of Personality and Social Psychology, 68, 518–530.
   Web of Science ®Google Scholar
• Leonesio, R. J., & Nelson, T. O. (1990). Do different meta-memory judgements tap the same underlying aspects of memory? Journal of Experimental Psychology: Learning, Memory, & Cognition, 16, 464–470.
   PubMed Web of Science ®Google Scholar
• Linton, M. (1986). Ways of searching and the contents of memory. In. D. C. Rubin ( Ed.), Autobiographical memory (pp. 50–67). Cambridge, UK: Cambridge University Press.
   Google Scholar
• MacGeorge, E. L., Gillihan, S. J., Samter, W., & Clark, R. A. (2003). Skill deficit or differential motivation? Communication Research, 30, 272–303.
   Web of Science ®Google Scholar
• Maslow, A. H. (1968). Toward a psychology of being. New York, NY: Van Nostrand.
   Google Scholar
• Murray, S. L., Holmes, J. G., & Griffin, D. W. (2000). Self-esteem and the quest for felt security: How perceived regard regulates attachment processes. Journal of Personality and Social Psychology, 78, 478–498.
   PubMed Web of Science ®Google Scholar
• Murray, S. L., Rose, P., Bellavia, G. M., Holmes, J. G., & Kusche, A. G. (2002). When rejection stings: how self-esteem constrains relationship-enhancement processes. Journal of Personality and Social Psychology, 83, 556.
   PubMed Web of Science ®Google Scholar
• Nezlek, J. B., Kowalski, R. M., Leary, M. R., Blevins, T., & Holgate, S. (1997). Personality moderators of reactions to interpersonal rejection: Depression and trait self-esteem. Personality and Social Psychology Bulletin, 23, 1235–1244.
   Web of Science ®Google Scholar
• Puccinelli, N. M., Tickle-Degnen, L., & Rosenthal, R. (2003). Effect of dyadic context on judgments of rapport: Dyad task and partner presence. Journal of Nonverbal Behavior, 27, 211–236.
   Web of Science ®Google Scholar
• Reis, H.T., & Shaver, P. (1988). Intimacy as an interpersonal process. In S. Duck (Ed.), Handbook of personal relationships (pp. 367–389). Chichester, UK: Wiley.
   Google Scholar
• Schneider, D. J. (1969). Tactical self-presentation after success and failure. Journal of Personality and Social Psychology, 13, 262–268.
   PubMed Web of Science ®Google Scholar
• Skowronski, J. J., Betz, A. L., Thompson, C. P., & Shannon, L. (1991). Social memory in everyday life: Recall of self-events and other-events. Journal of Personality and Social Psychology, 60, 831–843.
   Web of Science ®Google Scholar
• Stafford, L., & Canary, D. J. (1991). Maintenance strategies and romantic relationship type, gender and relational characteristics. Journal of Social and Personal relationships, 8, 217–242.
   Web of Science ®Google Scholar
• Tickle-Degnen, L., & Rosenthal, R. (1990). The nature of rapport and its nonverbal correlates. Psychological Inquiry, 1, 285–293.
   Google Scholar
• Wilson, D. T. (1995). An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science, 23, 335–345.
   Google Scholar