The role of nonverbal behaviors as distractors in resistance to persuasion in interpersonal contexts

The role of two nonverbal variables, conversational distance and physical self‐presentation, are examined as potential sources of distraction with consequent effects on susceptibility to persuasion. A model of conversational distancing violations is adapted to a distraction perspective to predict how nonverbal variables specifically might function as distractors. Results of an experiment manipulating violations of distancing expectations and physical attractiveness of confederates (N = 350) indicate that both may be sources of distraction, and offer modest support for the prediction that attractive individuals engaging in violations of expectations will serve as positive sources of distraction, leading to greater susceptibility to persuasion. Failure to support the prediction that unattractive individuals engaging in violations of expectations foster more resistance to persuasion is partly explained by the lack of a sufficiently unattractive confederate.

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