Nonverval concomitants of perceived and intended persuasiveness.

Three experiments explored the hypothesis that the degree of liking which is nonverbally communicated to an addressee is a direct correlate of the intended persuasiveness of a communicator and the perceived persuasiveness of his communication. The nonverbal attitude-communication literature provided a basis for several derivative hypotheses relating to specific position, posture, facial, movement, and verbal cues. The findings supported the hypotheses and indicated that the intended persuasiveness of a communicator and the judged or perceived persuasiveness of his communication were correlated. The study also provided interpretations for some movement cues whose referents were previously unclear and suggested a grouping of postural cues which together define total bodily relaxation.

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