NONVERBAL CONCOMITANTS OF PERCEIVED AND INTENDED PERSUASIVENESS

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. Findings supported the hypotheses and indicated that the intended persuasiveness of a communicator and the judged or perceived persuasiveness of his communication were correlated. Interpretations were provided for some movement cues whose referents were previously unclear and suggested a grouping of postural cues which together define total bodily relaxation. (31 ref.) (PsycINFO Database Record (c) 2006 APA, all rights reserved). © 1969 American Psychological Association.