title: The influence of opening statement/closing argument organizational strategy on juror verdict and damage awards.
abstract: This study examines the influence of the organizational strategy used to structure opening statements and closing arguments on presentation effectiveness in a simulated civil trial. Two organizational structures, a narrative and a legal-expository format, were manipulated to produce a 2 (plaintiff organizational strategy) x 3 (defense organizational strategy) experimental design. Results indicate that a mixed organizational strategy (narrative opening/legal-expository closing) is more effective for the plaintiff than a strict narrative strategy, and either a mixed or strict legal-expository organizational strategy is more effective than a strict narrative strategy for the defense.
authors.affiliation: Department of Communication and Journalism, Auburn University, 217 Tichenor Hall, Auburn, Alabama 36849, USA.
authors.forename: Shelley C
authors.initials: SC
authors.lastname: Spiecker
authors.forename: Debra L
authors.initials: DL
authors.lastname: Worthington
mesh_terms: D000293:Adolescent; D000328:Adult; D035881:Compensation and Redress / Q000331:legislation & jurisprudence*; D003657:Decision Making; D005260:Female; D006801:Humans; D033222:Judicial Role; D033241:Lawyers; D016365:Liability, Legal / Q000191:economics*; D008297:Male; D008875:Middle Aged; D010379:Peer Group; D010565:Persuasive Communication; D014481:United States