Demeanor, Status Cue or Performance?

Abstract

The present paper addresses a call for clarification of the distinction between demeanor and status characteristics to permit analysis of their respective roles in social influence processes. A conceptual framework for the differentiation of demeanor from both specific status and performance connotations is proposed and evaluated in the context of a critique of Lee and Ofshe (1981). 126 people viewed one of a series of videotapes of a pair of actors debating a personal injuries compensation case, the tapes differing in terms of whether the highor low-award proponent was behaviorally dominant, and which was of higher alleged external status. Status information was introduced after participants had seen approximately half the discussion film and had responded to a first block of questions; a repeat series of questions was put at the conclusion of the discussion film. Although neither variable was seen to influence viewers' award recommendations, they did, both individually and in interaction, affect viewers' perceptions of the actors. The results are interpreted as supporting the contention that Lee and Ofshe's demeanor effect was probably due to a performance differential. Further implications of the proposed formulation are discussed.