There is More to Social Influence Techniques Than Meets the Ear: The Influence of Nonverbal Behavior on the Fear-Then-Relief Technique.

Geertzema, J.N. (2007) There is More to Social Influence Techniques Than Meets the Ear: The Influence of Nonverbal Behavior on the Fear-Then-Relief Technique.

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Abstract:The current experiment extended earlier findings on the impact of the fear-then-relief technique (FTR). People that experience fear followed by immediate relief show higher compliance with a request after this FTR manipulation, this is because FTR makes people function mindless. I argue that nonverbal behavior is a critical factor that determines the success of the FTR technique. Nonverbal behavior (duping delight or distressed deception (Ekman, 2001; Fennis, 2006)) was combined with FTR, and state of mind (mindlessness or mindfulness). Results show a significant 3-way interaction between nonverbal behavior, FTR, and state of mind on compliance: duping delight enabled or enhanced the impact of the FTR manipulation for mindless participants, resulting in higher compliance, whereas distressed deception hampered compliance when combined with FTR and mindlessness. Clearly, nonverbal behavior is an important factor for functioning of the FTR technique.
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/747
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