Abstract

Participants viewed a videotape of either a male or female confederate delivering a persuasive message using a high task, social, submissive, or dominant nonverbal style. Participants were influenced more after viewing the social and task styles than the dominant or submissive styles. Participants liked task and social confederates more than dominant confederates and considered submissive confederates to be less competent than the other 3 styles. Although both likableness and competence were predictive of influence, likableness was a more important determinant of influence for female than male speakers when the audience was male. Consequently, with a male audience, women exhibiting a task style were less influential and likable than men exhibiting that style. Men were not more influential than women when displaying dominance

Keywords

PsychologySocial psychologyNonverbal communicationDominance (genetics)Style (visual arts)Task (project management)Social perceptionDevelopmental psychologyCompetence (human resources)Perception

Affiliated Institutions

Related Publications

Gender, language, and influence.

Linda L. Carli

Mixed- and same-sex dyads were observed to examine effects of gender composition on language and of language on gender differences in influence. Ss discussed a topic on which th...

1990 Journal of Personality and Social Psy... 606 citations

Publication Info

Year
1995
Type
article
Volume
68
Issue
6
Pages
1030-1041
Citations
307
Access
Closed

External Links

View on DOI.org

Social Impact

Altmetric
PlumX Metrics

Social media, news, blog, policy document mentions

Citation Metrics

307
OpenAlex

Cite This

Linda L. Carli, Suzanne J. LaFleur, Christopher C. Loeber (1995). Nonverbal behavior, gender, and influence.. Journal of Personality and Social Psychology , 68 (6) , 1030-1041. https://doi.org/10.1037/0022-3514.68.6.1030

Identifiers

DOI
10.1037/0022-3514.68.6.1030