The effects of nonverbal behavior on outcomes of compliance gaining attempts

Research output: Contribution to journalArticle

35 Scopus citations

Abstract

An increasing number of investigations have demonstrated that the use of certain nonverbal behaviors such as gaze and touch can increase compliance-gaining effectiveness. meta-analysis of 49 studies with a total of 9977 subjects was conducted to determine the strength of the nonverbal-compliance relationship. The results indicated that there are consistently positive and small effects for gaze, touch, proxemics, and apparel in increasing compliance-gaining effectiveness. Several different theoretical accounts of these data are evaluated. Finally, the effects of the nonverbal behaviors are compared with those of verbal behaviors. The nonverbal behavioral effects on compliance-gaining appear to be as strong, and in some cases stronger, than the effects associated with various verbal compliancegaining strategies.

Original languageEnglish (US)
Pages (from-to)169-187
Number of pages19
JournalCommunication Studies
Volume44
Issue number3-4
DOIs
StatePublished - Sep 1 1993
Externally publishedYes

ASJC Scopus subject areas

  • Communication

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