Public Self-Disclosure and Speaker Persuasiveness1

Two experiments were conducted to examine the conclusion of several rhetorical critics that intimate self-disclosure by high-ranking officials will be viewed by an audience as inappropriate and will result in lowered speaker persuasiveness. In Experiment 1 college students viewed a videotape of a speaker described as either a member of an oratory club, a candidate for Congress, or a congressman. Half of the subjects heard a speech in which the speaker revealed some intimate information about himself. Little disclosure was included in the other speech. It was found that the greater the prestige of the speaker, the more self-disclosure was seen as inappropriate. The audience was least likely to be persuaded by the speaker when he was perceived as a congressman who had disclosed personal information. This effect was replicated in Experiment 2, where individual differences in the audience members' l]evels of perceptiveness about disclosure appre priateness were examined. No significant effects for this individual difference variable were uncovered.     

Nonverbal Behaviors,Persuasion, and Credibility

This study examined the relationships among nonverbal behaviors, dimensions of source credibility, and speaker persuasiveness in a public speaking context. Relevant nonverbal literature was organized according to a Brunswikian lens model. Nonverbal behavioral composites, grouped according to their likely proximal percepts, were hypothesized to significantly affect both credibility and persuasiveness. A sample of 60 speakers gave videotaped speeches that were judged on credibility and persuasiveness by classmates. Pairs of trained raters coded 22 vocalic, kinesic, and proxemic nonverbal behaviors evidenced in the tapes. Results confirmed numerous associations between nonverbal behaviors and attributions of credibility and persuasiveness. Greater perceived competence and composure were associated with greater vocal and facial pleasantness, with greater facial expressiveness contributing to competence perceptions. Greater sociability was associated with more kinesic/proxemic immediacy, dominance, and relaxation and with vocal pleasantness. Most of these same cues also enhanced character judgments. No cues were related to dynamism judgments. Greater perceived persuasiveness correlated with greater vocal pleasantness (especially fluency and pitch variety), kinesic/proxemic immediacy, facial expressiveness, and kinesic relaxation (especially high random movement but little tension). All five dimensions of credibility related to persuasiveness. Advantages of analyzing nonverbal cues according to proximal percepts are discussed.     

Effects of Responding or Not Responding to Hecklers on Audience Agreement with a Speaker

The hypothesis that responding to hecklers would produce more agreement with a speaker than not responding, stemmed from commodity theory (Brock, 1968). One hundred twenty-one introductory speech students participated in what they were told was a "speech workshop" (not a psychology experiment). Two types of responding to live hecklers were used: In one, the speaker responded in a calm, relevant manner; in the other, she responded in an upset, irrelevant manner. In a third condition, the speaker did not respond to the heckles. There were two additional conditions: One in which the speaker responded to interruptions, and a further control in which there were neither heckles nor interruptions. In these five conditions, the speaker either argued for or against the audience's position. Regardless of whether or not the speaker's position agreed with the audience's, upset-irrelevant responding decreased the speaker's persuasiveness over making no response, while calm-relevant responding tended to enhance persuasiveness. Finally, in agreement with all other empirical studies, it was clearly shown that heckling, whether responded to or not, did not improve the speaker's effectiveness.     

A sociolinguistic approach to the belief-similarity model of racial attitudes

This study examined the belief-similarity model of prejudice from a sociolinguistic perspective. It was hypothesized that normatively regulated speech styles strongly affect observers' assumptions about the cultural background of the speaker. These linguistically based cultural assumptions were expected to override racial characteristics in controlling intergroup attitudes. Stimulus speech styles were Black English Vernacular (BEV) and Standard English (SE). Speech style was expected to strongly affect prejudicial attitudes, with such effects mediated by assumed cultural similarity. Racial label and speech style were expected to be most salient to ratings of “intimate” behavior and among more ethnocentric subjects. Subjects heard taped statements in either BEV or SE, ostensibly delivered by a White or a Black speaker. Subjects rated the speaker on perceived cultural similarity, general evaluation, perceived aggressiveness, and social distance. Speech style had a substantial main effect on each of these variables. Racial label had a marginally significant effect on evaluation, and interacted with ethnocentrism for perceived similarity and social distance. All effects of speech, race, and ethnocentrism were substantially attenuated or eliminated when similarity was used as a covariate. Thus, speech style had substantial effects on prejudice, as did race within more ethnocentric subjects. Both effects were largely mediated by assumed cultural similarity.     

Recommending beauty: semantics and pragmatics of aesthetic predicates

The paper offers a semantic and pragmatic analysis of statements of the form ‘x is beautiful’ as involving a double speech act: first, a report that x is beautiful relative to the speaker’s aesthetic standard, along the lines of naive contextualism; second, the speaker’s recommendation that her audience comes to share her appraisal of x as beautiful. We suggest that attributions of beauty tend to convey such a recommendation due to the role that aesthetic practices play in fostering and enhancing interpersonal coordination. Aesthetic practices are driven by a disposition towards the attunement of attitudes and aesthetic recommendations contribute to forwarding such attunement. Our view is motivated by an attempt to satisfy the following set of desiderata: to account for (i) the experiential nature of aesthetic judgments, (ii) disagreements in aesthetic debates, and (iii) the normative aspirations of aesthetic discourse, as well as to avoid appealing to (iv) error theory and (v) realist ontological commitments.     

Audience reaction as a determinant of the speaker's self-persuasion

This paper tests effects of audience feedback on speaker attitudes. One hundred and seven male subjects with initial beliefs on both sides of an issue (women's role) were assigned to speak for or against their own position; then an “audience” provided one of three types of feedback (speaker was sincere, speaker was insincere, no feedback) in a 2 × 2 × 3 design. Subjects who received sincere feedback showed greater change in the direction of their speech than did those who received insincere feedback. No feedback treatments resulted in intermediate change. This sincere > no feedback > insincere ordering of means held for both pro- and counterattitudinal speakers and for both pretest attitudes. A main effect for pretest attitude was also obtained. Two additional control groups allow for a separate analysis of the effects of (1) preparing and delivering the speech, and (2) audience reaction to the speech.     

Social Perceptions as Mediators of the Effect of Speech Rate

Research on the relationship between speech rate and persuasion has provided inconsistent results. Recently, it was proposed that speech rate similarity affects compliance by increasing social attractiveness, which is more important to compliance than speaker credibility. Further, it was speculated that social attractiveness produces obligations to aid the speaker. This experiment tested these claims by predicting that if obligations mediated compliance, social attractiveness would only improve compliance when the speaker benefited from that compliance. In a 5 (Speaker Speech Rate) × 2 (Benefit to Speaker) design, 257 listeners, pretested on their speech rate, were exposed to 1 of 10 requests soliciting volunteers for a bogus research project. As expected, speech rate similarity enhanced social attractiveness, and faster speech rates increased speaker competence and dominance. Social attractiveness had a main effect on compliance, suggesting a direct effect on attraction. Higher sociability/character assessments and lower dominance increased compliance when the speaker benefited more, providing only limited support for the mediating role of obligations. Increased dominance and status also augmented compliance, especially when the speaker benefited less from compliance. Thus speech rate and other nonverbal behaviors may effect compliance by increasing the speaker's social attractiveness, creating obligations to comply, or exerting persuasive force through higher status and power.     

Does a Credible Source Also Need a Fearful Audience?

Does a credible source also need a fearful audience? Current evidence is ambiguous. This study assessed the persuasiveness of a message from a high/low credible source, with strong/weak fear content. Over 270 undergraduates provided attitudinal information before and after receiving a warning about breast cancer, incorporating the experimental manipulations. Attitudes improved after message exposure, irrespective of the fear appeal and source credibility. However, the strong fear appeal amplified message acceptance. There was no evidence of an interaction between source credibility and fear. However, aroused fear and perceived credibility reduced resistance. Neither fear nor source credibility affected persuasion after several months. Instead pre‐message resistance played a critical role. These findings revisit old debates about the importance of peripheral cues in persuasion.     

Is the Medium the Message? A Study of the Effects of Media,Communicator, and Message Characteristics on Attitude Change1

The present study examined the interactive effects of type of media, communicator, and position of message on persuasiveness of the communication. Subjects received a communication over television, radio (audio tape), or written medium, which either agreed with a position they held or strongly disagreed with it. The communicator was either a newscaster or a candidate for political office. The results indicated that subjects felt the newscaster to be more trustworthy than the candidate. In line with previous research, there was no main effect of media on persuasiveness. However, media interacted with the other variables so that when the communication disagreed with the audience, television was the most persuasive medium with the newscaster but the least persuasive with the untrusted candidate. There was no effect for media when the message agreed with the audience. Further, the candidate taking a position congruent with the audience's was rated as more attractive but less trustworthy than a candidate taking the opposite position. It was suggested that television may be the most involving medium and that either a counterargument theory or reactance theory could explain why it was not effective with the candidate.     

Slurs,roles and power

Slurring is a kind of hate speech that has various effects. Notable among these is variable offence. Slurs vary in offence across words, uses, and the reactions of audience members. Patterns of offence aren’t adequately explained by current theories. We propose an explanation based on the unjust power imbalance that a slur seeks to achieve. Our starting observation is that in discourse participants take on discourse roles. These are typically inherited from social roles, but only exist during a discourse. A slurring act is a speech-act that alters the discourse roles of the target and speaker. By assigning discourse roles the speaker unjustly changes the power balance in the dialogue. This has a variety of effects on the target and audience. We show how these notions explain all three types of offence variation. We also briefly sketch how a role and power theory can help explain silencing and appropriation. Explanatory power lies in the fact that offence is correlated with the perceived unjustness of the power imbalance created.     

EQUIVOCATION: CHARACTER INSURANCE

This study investigated the effects of equivocation (deliberate vagueness) on source credibility (competence and character), agreement, and perceived vagueness. The results indicated that the equivocated message produced significantly higher character ratings for the speaker than did the clearly stated disagreeable message, but there was no significant difference for the competence ratings. The equivocated message also produced significantly more agreement than the clear message. These findings, as well as others, led the researchers to conclude that equivocating disagreeable arguments helps preserve credibility—most notably the character ratings; and that character is the best predictor of message agreement. The results were interpreted in terms of information processing theory, suggesting that equivocated messages evoke meanings which are congruent with prior experience and attitudes. In contrast to the tenet advocated since antiquity that all issues should be addressed clearly, this study indicates that under certain circumstances the speaker can enhance effectiveness by using the rhetorical technique of deliberate vagueness.     

How many voices did you hear? Natural variability disrupts identity perception from unfamiliar voices

Our voices sound different depending on the context (laughing vs. talking to a child vs. giving a speech), making within‐person variability an inherent feature of human voices. When perceiving speaker identities, listeners therefore need to not only ‘tell people apart’ (perceiving exemplars from two different speakers as separate identities) but also ‘tell people together’ (perceiving different exemplars from the same speaker as a single identity). In the current study, we investigated how such natural within‐person variability affects voice identity perception. Using voices from a popular TV show, listeners, who were either familiar or unfamiliar with this show, sorted naturally varying voice clips from two speakers into clusters to represent perceived identities. Across three independent participant samples, unfamiliar listeners perceived more identities than familiar listeners and frequently mistook exemplars from the same speaker to be different identities. These findings point towards a selective failure in ‘telling people together’. Our study highlights within‐person variability as a key feature of voices that has striking effects on (unfamiliar) voice identity perception. Our findings not only open up a new line of enquiry in the field of voice perception but also call for a re‐evaluation of theoretical models to account for natural variability during identity perception.     

The efficacy of remote video-based behavioral skills training and awareness training on public speaking performance

This study evaluated the efficacy of (a) remote video-based behavioral skills training (BST) with added speech outlines on teaching public speaking behaviors and (b) remote video-based awareness training (AT) on speech-disfluency rates. A multiple-baseline design across speech behaviors was used to evaluate the training. Remote video-based BST and AT were effective at teaching public speaking behaviors and reducing speech disfluencies, respectively, for both participants. In addition, performance generalized to increased audience size. Although expert ratings of perceived public speaking effectiveness improved following BST, the ratings did not improve and some worsened following AT. Both participants reported satisfaction with video-based BST and AT. One participant reported greater comfort, confidence, overall ability, and less anxiety as a public speaker following BST. Both participants reported greater improvements in those categories following AT. Our results suggest that public speaking behaviors can be taught using remote video-based BST and speech disfluencies can be reduced using remote video-based AT.     

Circularity in ethotic structures

The aim of this paper is to provide a model that allows the representation and analysis of circularity in ethotic structures, i.e. in communication structures related to the speaker’s character and in particular, his credibility. The paper studies three types of cycles: in self-referential sentences, embedded testimony and ethotic begging the question. It is shown that standard models allow the reconstruction of the circularities only if those circular utterances are interpreted as ethotic arguments. Their alternative, assertive interpretation requires enriching the existing models with a purely ethotic component related to the credibility of the performer of any (not necessarily argumentative) speech act.     

Coping With the Less Interesting Aspects of Training: Toward a Model of Interest and Motivation Enhancement in Individual Sports

Kendzierski and Sheffield (2000) found that exerciser schematics made less stable attributions for an exercise lapse than did aschematics; this could occur because they either perceived similar causes differently or encountered less stable obstacles to exercise. This research tested the perceptual explanation by examining the stability of the attributions that undergraduates who did versus did not have an exerciser self-schema made for specified lapses that they imagined as having happened to themselves versus another student. It also explored whether exerciser self-schema status was associated with differences in attributions of personal and external control. Consistent with the perceptual explanation, students with an exerciser self-schema made less stable attributions for a lapse imagined as having happened to themselves than did students without an exerciser self-schema, but equally stable attributions for a lapse imagined as having happened to another. Moreover, a content analysis revealed that the 2 groups cited similar causes for their own imagined lapses, providing further evidence that the difference in perceived stability was due to the groups perceiving similar causes differently. Exerciser self-schema status was not associated with attributions of either personal control or (in any clear way) external control.     

Promoting intergroup openness and support for equality in a new cultural context: Replicating the effects of internal criticism

Exposure to an outgroup member voicing criticism of his or her own group fosters greater openness to the outgroup’s perspective. Research suggests that this effect owes its influence to a serial process in which participants’ perception of the risk involved in voicing internal criticism leads to an increase in the perceived credibility of the speaker. The credibility makes it possible for the speaker to be viewed as open-minded, which subsequently inspires greater hope. This process culminates in an increased openness to the outgroup. These findings have been restricted to the Israeli-Palestinian conflict, but here we examine their generalizability to racial conflict in the United States. Results reveal that White Americans exposed to internal criticism expressed by a Black authority figure express greater openness to African-American perspectives on race relations and are more willing to support policies of racial equality. Replicating past research, this effect is serially mediated by risk, credibility, and hope.     

The consequences for memory of imagining in another person’s voice

Subjects listened to and imagined words and then attempted to discriminate words they had heard from words they had imagined. Discrimination was better when subjects imagined themselves saying the words (Experiments 1 and 2) than when subjects imagined the words in the speaker’s voice. Subjects also had more difficulty discriminating imagined from perceived words when they imagined in the speaker’s voice than when they imagined words in a voice other than their own or the speaker’s (Experiment 1). The results are consistent with the idea that reality monitoring is affected by the degree of similarity in sensory characteristics of memories derived from perception and from imagination (Johnson & Raye, 1981).     

Public Confession and Forgiveness

ABSTRACT In this article, we report investigations of four role-playing experiments and one laboratory manipulation that examine the effects of confession on forgiveness and other related judgments. The basic paradigm in the simulation studies was to reveal that a political figure or student in a class confessed either following or not following an accusation, or denied personal responsibility for the act. Among the variables manipulated were the attributions for the wrongdoing and the spontaneity of the confession. The dependent variables in one or more investigations included the perceived personal character of the trangressor, attributions of responsibility for the act, affective reactions of sympathy and anger, forgiveness, and behavioral judgments such as sanctioning and voting likelihood. In the laboratory manipulation study, a mixed-motive game setting was used in which a confederate confessed to having prior knowledge that resulted in his winning the game. We then examined whether this admission influenced subsequent cooperation and competition, as well as the other players' perceptions of the confederate's personality and character. Confession was found to have strong beneficial effects, particularly when given without a prior accusation and in ambiguous causal situations.     

Personality Correlates of Student Commitment to Social Action

Student commitment to social action during a student confrontation was evaluated in terms of perceived locus of control, interpersonal trust, and need for social approval. Results showed that position, pro or con, regarding the free speech issue was not related to personality measures. Need for social approval was strongly related to commitment; Ss low in need approval indicated most commitment. Internals, relative to externals, showed only a tendency toward greater commitment. Internals low in need for approval expressed most commitment to social action, while externals high in need for approval showed least commitment. Contrary to expectations, interpersonal trust did not interact with locus of control, nor was it directly related to level of commitment to social action.