No abstract

Resarch on the relationship between speech rate and persuasion has pmvided 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 w a s speculated that social attractiveness produces obligations to aid the s p k e r . This experiment tested these claims by predicting that i f obligations mediated compliance, social attractiveness would only improve compliance when the speaker benefitedfrom that compliance. In a 5 (Speaker Speech Rate) x 2 [Benefit to Speaker) design, 257 listeners, pretested on their speech mte, were exposed to I of 10 requests soliciting volunteers for a bops research project. As expected, speech rate similnrity enhanced social attractiveness, and faster speech rates increased speaker competence and dominance. Social attractiveness had a main effect on compliance, suggesting a direct eflect on attraction. Higher sociabilitylchamcter assessments and lower dominance increased compliance when the s p k e r benefited more, p d i n g only limited support for the mediating role of obligations. Increased dominance and status also augmented compliance, especinlly when the speaker benefited lessfmm compliance. ?%us speech mte and other nonverbal behaviors may effect compliance by incm'ng the speaker's social attractiveness, creating obligations to wmply, or exerting persuasiae force through higher status and n many situations, social influence depends, at least in part, on the communicator's image, expression of emotion, con-I versational management, and/or relational communication.These functions are often achieved through nonverbal cues that create images of authority and credibility, highlight relational obligations,