Persuasiveness of Confidence Expressed via Language and Body Language

Abstract

In previous studies (Johnson & London, 1968; London et al ., 1970a) expressed confidence has been identified as a new ‘message’ variable causing persuasion. However, the variable has been extracted from naturalistic discussion in a dyad. In order to determine further its efficacy, we manipulated expressed confidence in two studies. In Study 1 expressed confidence was manipulated via language. In Study 2 expressed confidence was manipulated via body language. The results confirm earlier findings and indicate that a ‘channel’ notion is required to understand the expression of confidence.