This study provides a contrastive test of three immediacy-exchange theories: Burgoon's expectancy violations the0 y (EVT), Cappella and Greene's discrepancy-arousal theory (DAT), and AndersenS cognitive valence theory (CVT). EVTpredicts that high immediacy, by rewarding communicators, leads to an orientation response and positive behavioral and affective outcomes. In contrast, DAT and CVT predict aversive arousal and compensatoy responses in response to high immediacy increases. Findings from opposite-sexfriend dyads failed tojind unequivocal support for a single theoy. Targets showed a mix of reciprocal and wmpensato y responses in the higher immediacy condition, indicating that existing immediacyexchange theories should consider incorporating elementsfrom all three theories and perhaps from dialectics theoy to explain the complex reactions that occur in response to high immediacy changes from fiends. central question in the study of personal relationships is why patterns of reciprocated immediacy occur among interactants. This practical question is faced by all human beings as they interact and establish closer relationships with friends, family, lovers, and colleagues. It is also at the center of theories of immediacy exchange. Despite many recent laments regarding the lack of communication theo-
This article reviews five compliance-gaining instruments reported in the literature, specifically used in research conducted in the organizational context. As part of this analysis, the article examines studies from the literature using the compliance-gaining construct, assesses the reliability estimates for these instruments through a meta-analysis of psychometric data associated with them, discusses the implications of deductively and inductively derived compliance-gaining typologies, and offers directions for future research.
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