Personality and Social Psychology Bulletin

 

Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

Free Access - Register Here

Click here to sign up for SAGE Journal Email Alerts today!

Sign In to gain access to subscriptions and/or personal tools.
This Article
Right arrow Full Text (PDF)
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Alert me to new issues of the journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrowRequest Permissions
Right arrow Request Reprints
Right arrow Add to My Marked Citations
Citing Articles
Right arrow Citing Articles via HighWire
Right arrow Citing Articles via Google Scholar
Google Scholar
Right arrow Articles by Smith, S. M.
Right arrow Articles by Shaffer, D. R.
Right arrow Search for Related Content
PubMed
Right arrow Articles by Smith, S. M.
Right arrow Articles by Shaffer, D. R.
Social Bookmarking
Add to CiteULike   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati  
What's this?
Personality and Social Psychology Bulletin, Vol. 17, No. 6, 663-669 (1991)
DOI: 10.1177/0146167291176009

Celerity and Cajolery: Rapid Speech May Promote or Inhibit Persuasion through its Impact on Message Elaboration

Stephen M. Smith

University of Georgia

David R. Shaffer

University of Georgia

The present experiment tests credibility-cue and elaboration likelihood (ELM) hypotheses about the effect of compressed speech on message-based persuasion. Participants heard either a proattitudinal or a counterattitudinal message on an involving topic, delivered at a slow (144 words per minute), an intermediate (182 wpm), or a rapid (214 wpm) rate of speech. Consistent with the ELM predictions, rapid speech suppressed the tendency to rebut the counterattitudinal message and enhanced persuasion, whereas the same rapid speech rate inhibited favorable elaboration of the proattitudinal message while undermining its persuasive impact. Thus, a distinctly faster than normal rate of speech on an involving topic can either promote or inhibit persuasion by its impact on message elaboration. The generality of these speech rate effects and the conditions under which rapid speech might serve as a peripheral (i.e., credibility) cue are discussed.


Add to CiteULike CiteULike   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati    What's this?


This article has been cited by other articles:


Home page
 Journal of ManagementHome page
D. Malhotra and M. H. Bazerman
Psychological Influence in Negotiation: An Introduction Long Overdue
Journal of Management, June 1, 2008; 34(3): 509 - 531.
[Abstract] [PDF]

Home page
 Int J Public Opin ResHome page
W. van der Vaart, Y. Ongena, A. Hoogendoorn, and W. Dijkstra
Do Interviewers' Voice Characteristics Influence Cooperation Rates in Telephone Surveys?
Int. J. Public Opin. Res., December 1, 2006; 18(4): 488 - 499.
[Full Text] [PDF]

Home page
 Pers Soc Psychol BullHome page
K. L. Marsh, D. M. Hart-O'Rourke, and D. L. Julka
The Persuasive Effects of Verbal and Nonverbal Information in a Context of Value Relevance
Pers Soc Psychol Bull, June 1, 1997; 23(6): 563 - 579.
[Abstract]

Home page
 Pers Soc Psychol BullHome page
S. M. Smith and D. R. Shaffer
Speed of Speech and Persuasion: Evidence for Multiple Effects
Pers Soc Psychol Bull, October 1, 1995; 21(10): 1051 - 1060.
[Abstract]