This volume includes the full proceedings from the 1983 Academy of Marketing Science (AMS) Annual Conference held in Miami, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing history marketing management, marketing education, industrial marketing and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

This book is designed to assist counselors to be more effective in their relationship with clients who seek help in choosing and adhering to a difficult course of action. It presents a thoughtful theoretical analysis of the conditions that lead to successful short term counseling and then tests these hypotheses through a series of controlled field experiments carried out in a variety of counseling situations. In his initial chapters, Irving Janis identifies three critical phases of activity for the counselor in a helping relationship: building an image as a reliable source of self esteem enhancement; endorsing certain norms (such as dieting) or recommending sound decision-making procedures; minimizing the client's separation reactions to the termination of direct contact. The main body of the book consists of field experiments conducted by Janis and his colleagues which assess the effects of numerous variations in counseling procedures. Field studies of weight reducing, smoke ending, and marital and career counseling are among those used for evaluation of counseling techniques. In the final chapters Janis draws together the empirical findings of the field experiments, revising some aspects of his theory in response to the complexities of the research results. Written in a style that is lively and easily understood, Counseling on Personal Decisions provides a unique combination of theory, research, and applications. It is a valuable tool not only for counselors but for physicians, lawyers, social workers, and other professional advisors.

To understand the process of psychotherapeutic change, one must look for the answers in the psychotherapeutic process itself. This process involves the exchange of communications between two (or more) participants, and as a result of the exchange, modifications in the personality and behavior of the patient are expected to occur. But what is the nature of the therapeutic messages? How do they produce changes in the patient? What aspects of the messages are important for therapeutic change? And if the therapeutic force is somehow encoded in the messages, where shall we look for it- in sentence structure, in emotional overtones, in gestures and body movements? The Process of Psychotherapy is divided into two major parts, dealing respectively with method and with systems. In Part I, the author presents an analysis of psychotherapy process research from a communications perspective, developing an incisive and detailed analysis of the methodological issues that confront researchers in this field and suggesting theoretical and empirical strategies for addressing these issues. Part II provides the first exhaustive and detailed summary of extant psychotherapy process systems. The author first deals with direct systems, those procedures of content analysis or rating scales that have been developed to assess the exchanges between therapists and patients. Seventeen major direct process systems are presented in detail and are summarized with ample citations to the literature. The final section of the book offers an exhaustive listing and concise description of various indirect measures of psychotherapy process, which do not assess the verbatim interview exchanges of the participants in therapy but rather assess the participants' perceptions via self-report or standard analogue procedures. This book is a basic, sophisticated, and exhaustive coverage of psychotherapy process and content analysis that will become the standard and authoritative source for anyone interested in the process of psychotherapy, whether as student, researcher, or practitioner.

First published in 1987. An attractive feature of nonverbal communication as a research area is that it has captured the interest of scholars of different disciplinary backgrounds psychologists, linguists, anthropologists, psychiatrists, and sociologists with each discipline bringing to the area its peculiar theoretical and methodological perspectives and biases. Each of these disciplines also tend to have a favorite topic or problem area within the general domain of nonverbal communication. Along with the varying yet overlapping topical concerns that the different disciplines bring to the area of nonverbal communication are major differences in methodology. The sections into which the book is divided roughly organize the chapters in terms of their concerns with the bodily structures and zones that are involved in nonverbal behavior.

Intimacy is a complex and heterogeneous concept that has generated a variety of definitions, theories, and philosophies over the years. Al though there is much disagreement about the essential meaning of the term, there seems to be a consensus that intimacy, whatever it may be, is of central importance in human relationships, and specifically, in the theory and practice of psychotherapy. One approach to intimacy focuses on an intrapsychic conception. Intimacy occurs when an individual achieves full self-knowledge, and is fully in touch with his or her feelings and wishes. From this viewpoint, an intimate act occurs when a person is willing to share these feelings and wishes with another, so that self-disclosure becomes an important index of intimacy. This definition also implies that intimacy need not be reciprocal, so that a therapeutic relationship can achieve a good deal of intimacy without the therapist engaging in self-disclosure. An alternate approach to intimacy stresses the interpersonal nature of the concept. Intimacy is seen as the product of an interaction, and can only occur between people. Each one is able to touch something meaningful in the other, whether at a conscious, behavioral level or an unconscious and inferential level. Therapists seeking intimacy in these terms would probably be a good deal more active, and consider it more important to reveal something of the substance of their own persons, if not the facts of their lives.

First published in 1984. Routledge is an imprint of Taylor & Francis, an informa company.