Voice Tone and Persuasion
Voice Tone and Persuasion
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语气和说服力
DOI：
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发表时间：
1980
期刊：
影响因子：
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通讯作者：
Judith A. Hall
中科院分区：
文献类型：
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作者：
Judith A. Hall
本研究通过一个实验来验证一个假设，即一个声音非语言的说服尝试的结果会受到参与者的非语言交际技能的影响。受试者的声音发送或声音解码能力进行了预测试。发送者和解码器分别是社会影响的代理人和接受者，在一个现场实验中，社会影响采取的形式是“能力”，以引起接受者作为心理研究参与者的不同程度的假设意愿。发送者在阅读事先准备好的稿子时，试图通过改变他们的声音和非语言暗示来做到这一点。受试者的解码技能对影响力有很强的影响，好的解码者符合实验操作，而差的解码者则相反。发送能力本身与社会影响无关，但最大程度的积极影响发生在由更好的解码器和更好的解码器组成的二人组中。对发送者在尝试说服时的声音评级的分析表明，好的和差的解码器可能对带有情感色彩的交流有不同的情感反应。
An experiment was performed to test the hypothesis that the outcome of a vocal nonverbal attempt at persuasion can be affected by the participants' skills in nonverbal communication. Subjects' vocal sending or vocal decoding abilities were pretested. Senders and decoders were agents and recipients, respectively, of social influence in a field experiment in which social influence took the form of the senders' ability to elicit differing degrees of hypothetical willingness on the part of the recipients to serve as participants in psychological research. Senders attempted to do this by varying their vocal nonverbal cues while reading a prepared script. There was a strong effect of recipients' decoding skill on influence such that better decoders complied with the experimental manipulation, and the poorer decoders did the reverse. Sending ability by itself was not related to social influence, but the greatest degree of positive influence occurred in dyads composed of better senders and better decoders. Analysis of ratings of the senders' voices while they engaged in the attempt at persuasion suggested that good and poor decoders might have different affective responses to affectively toned communication.