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Persuasiveness of Confidence Expressed via Language and Body Language
Author(s) -
MASLOW CATHA,
YOSELSON KATHRYN,
LONDON HARVEY
Publication year - 1971
Publication title -
british journal of social and clinical psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.479
H-Index - 92
eISSN - 2044-8260
pISSN - 0007-1293
DOI - 10.1111/j.2044-8260.1971.tb00742.x
Subject(s) - dyad , persuasion , psychology , confidence interval , variable (mathematics) , self confidence , developmental psychology , social psychology , statistics , mathematics , mathematical analysis
In previous studies (Johnson & London, 1968; London et al ., 1970a) expressed confidence has been identified as a new ‘message’ variable causing persuasion. However, the variable has been extracted from naturalistic discussion in a dyad. In order to determine further its efficacy, we manipulated expressed confidence in two studies. In Study 1 expressed confidence was manipulated via language. In Study 2 expressed confidence was manipulated via body language. The results confirm earlier findings and indicate that a ‘channel’ notion is required to understand the expression of confidence.