Vaughan-Johnston Thomas I, Guyer Joshua J, Fabrigar Leandre R, Lamprinakos Grigorios, Briñol Pablo
Cardiff University, UK.
IE University, Madrid, Spain.
Pers Soc Psychol Bull. 2024 Jul 30:1461672241262180. doi: 10.1177/01461672241262180.
People are often advised to project confidence with their bodies and voices to convince others. Prior research has focused on the high and low thinking processes through which vocal confidence signals (e.g., fast speed, falling intonation, low pitch) can influence attitude change. In contrast, this research examines how the vocal confidence of speakers operates under more moderate elaboration levels, revealing that falling intonation only benefits persuasion under certain circumstances. In three experiments, we show that falling (vs. rising) vocal intonation at the ends of sentences can signal speaker confidence. Under moderate elaboration conditions, falling (vs. rising) vocal intonation increased message processing, bolstering the benefit of strong over weak messages, increasing the proportion of message-relevant thoughts, and increasing thought-attitude correspondence. In sum, the present work examined an unstudied role of vocal confidence in guiding persuasion, revealing new processes by which vocal signals increase or fail to increase persuasion.
人们经常被建议通过身体和声音展现自信，以说服他人。先前的研究聚焦于高低层次的思维过程，通过这些过程，声音中的自信信号（如语速快、语调下降、音调低）能够影响态度转变。相比之下，本研究考察了说话者的声音自信在更为适度的阐述水平下是如何起作用的，结果表明语调下降仅在某些情况下有利于说服。在三项实验中，我们表明句子结尾处的下降（而非上升）语调能够表明说话者的自信。在适度阐述条件下，下降（而非上升）语调会增加信息处理，增强有力信息相对于无力信息的优势，增加与信息相关的思维比例，并提高思维与态度的一致性。总之，本研究考察了声音自信在引导说服方面一个未被研究的作用，揭示了声音信号增强或未能增强说服效果的新过程。
