Running head: conformism as a Function of Verbal and nonverbal Behavior
satisfy Speaks Louder Than Words:
The Moderating Effect of Verbal Behavior on the Mediated Relation Between Nonverbal
Behavior and Compliance via Credibility
Jacob H. Wiebenga
University of Twente, The Netherlands
Enschede, December 2006
Exam Committee
Dr. B.M. Fennis
Dr. T.J.L. van RompayCompliance as a Function of Verbal and Nonverbal Behavior 2
synopsis
In the present study, the moderating egress of verbal behaviour was examined on the mediated
relation between nonverbal behavioural cues and obligingness via perceived credibility. In
contrast with previous research, the gaining of accordance is considered an interaction
process, i.e., the impact of a verbal social mildew technique is considered in concordance
with nonverbal behavior. The results indicate that the effect of nonverbal cues (i.e., duping
delight vs. distressed deception (Ekman, 2001)) on respect was mediated by credibility
when a sequential need technique was used (vs. only the target request). This study alike
examined the role of individual differences on part of the recipient, more specifically the role
of personal need for structure (Neuberg & Newsom, 1993).
When individuals were low in
their need for structure, the effect of nonverbal behavior and verbal fix technique on
compliance and credibility was more pronounced. Compliance as a Function of Verbal and Nonverbal Behavior 3
Action Speaks Louder Than Words:
The Moderating Effect of Verbal Behavior on the Mediated Relation Between Nonverbal
Behavior and Compliance via Credibility
We may not be aware of it, but we are continually exposed to sources who experiment to
influence our behavior in crop to gain compliance for their cause. Think about salesmen and
advertisers. Often these are professionals who are fit out with knowledge of scripts that...If you want to get a full essay, order it on our website: Orderessay
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