Making message recipients "feel right": how nonverbal cues can increase persuasion.
Nonverbal cues are an inherent component of most persuasive appeals. We use regulatory-fit theory as a framework for understanding the effect of nonverbal cues on a message's effectiveness, and as a foundation for developing a new persuasion technique. We propose that when the nonverbal cues of a message source sustain the motivational orientation of the recipient, the recipient experiences regulatory fit and feels right, and that this experience influences the message's effectiveness. Experimental results support these predictions. Participants experiencing regulatory fit (promotion-focus participants viewing messages delivered in an eager nonverbal style, prevention-focus participants viewing messages delivered in a vigilant nonverbal style) had more positive attitudes toward a message's topic and greater intentions to behave in accordance with its recommendation than did participants experiencing nonfit. Feeling right was also greater for participants experiencing fit than for those experiencing nonfit and was associated with greater message effectiveness. Regulatory-fit theory provides a framework for making precise predictions about when and for whom a nonverbal cue will affect persuasion.
Cesario
Joseph
J
Michigan State University, East Lansing, MI 48823, USA. cesario@msu.edu
Higgins
E Tory
ET
D001290:Attitude; D003463:Cues; D004644:Emotions / Q000502:physiology*; D005868:Gestures; D006801:Humans; D009042:Motivation; D009633:Nonverbal Communication / Q000523:psychology*; D009949:Orientation / Q000502:physiology; D010565:Persuasive Communication; D011897:Random Allocation; D013334:Students / Q000523:psychology; D011795:Surveys and Questionnaires; D014741:Video Recording