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How the Voice Persuades

机译：语音如何说服

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Research has examined persuasive language, but relatively little is known about how persuasive people are when they attempt to persuade through paralanguage, or acoustic properties of speech (e.g., pitch and volume). People often detect and react against what communicators say, but might they be persuaded by speakers' attempts to modulate how they say it? Four experiments support this possibility, demonstrating that communicators engaging in paralinguistic persuasion attempts (i.e., modulating their voice to persuade) naturally use paralinguistic cues that influence perceivers' attitudes and choice. Rather than being effective because they go undetected, however, the results suggest a subtler possibility. Even when they are detected, paralinguistic attempts succeed because they make communicators seem more confident without undermining their perceived sincerity. Consequently, speakers' confident vocal de-meanor persuades others by serving as a signal that they more strongly endorse the stance they take in their message. Further, we find that paralinguistic approaches to persuasion can be uniquely effective even when linguistic ones are not. A cross-study exploratory analysis and replication experiment reveal that communicators tend to speak louder and vary their volume during paralinguistic persuasion attempts, both of which signal confidence and, in turn, facilitate persuasion.
机译：研究已经检查了有说服力的语言，但相对较少地了解有说服力的人在他们试图通过甲丙语来说服的时候，或语音的声学特性（例如，音高和体积）。人们经常被发现并反应沟通者所说的，但它们可能被发言者的尝试调节他们的说法，他们可以说服吗？四个实验支持这种可能性，展示了从事副语言说服力的传播者（即，调制他们的声音说服）自然地使用影响感知感知的态度和选择的平均线索。然而，由于它们未被发现，而不是有效，但结果表明了子集合的可能性。即使他们被发现，Paralinguistic尝试也会成功，因为他们使沟通者似乎更加自信，而不会破坏他们的诚意。因此，发言者的自信声音脱颖而出，通过作为一个信号来说服他人，即他们更加强大地支持他们所带来的留言。此外，我们发现，即使语言的不是，我们也可能是唯一有效的。跨学习探索性分析和复制实验表明，在Paralinguistic说服力尝试期间，沟通者倾向于更响亮并改变其体积，这两种信号置信度和反过来促进了劝说。

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