Action speaks louder than words: the moderating effect of verbal behavior on the mediated relation between nonverbal behavior and compliance via credibility

Wiebenga, J.H. (2006) Action speaks louder than words: the moderating effect of verbal behavior on the mediated relation between nonverbal behavior and compliance via credibility.

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Abstract:In the present study, the moderating effect of verbal behaviour was examined on the mediated relation between nonverbal behavioural cues and compliance via perceived credibility. In contrast with previous research, the gaining of compliance is considered an interaction process, i.e., the impact of a verbal social influence technique is considered in concordance with nonverbal behaviour. The results indicated that the effect of nonverbal cues (i.e., duping delight vs. distressed deception (Ekman, 2001)) on compliance was mediated by credibility when a sequential request technique was used (vs. only the target request). This study also examined the role of individual differences on part of the recipient, more specifically the role of personal need for structure (Neuberg & Newsom, 1993). When individuals were low in their need for structure, the effect of nonverbal behaviour and verbal influence technique on compliance and credibility was more pronounced
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:05 communication studies
Programme:Communication Studies MSc (60713)
Link to this item:http://purl.utwente.nl/essays/57576
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