PERSUASION AND ATTI-TUDE CHANGE

Psychology 20092141 Maeum Han

VOICE : WHAT VOICE MAKES US TRUST-WORTHY

VOICE PLAY AN IMPORTANT PART IN PERSUASION AND FAVOR?

The Mehrabian study: Elements in Conveying a Message is that in a conversation, words de-liver just 7% of the received meaning, with tone of voice conveying 38% of the mean-ing, and body language 50%(expression 35%, attitude 20%). => Voice tone is most important thing in information delivery.

In a job interview, confidence voice is one of important element that interviewers think.(목소리가 바뀌면 인생이 바뀐다 , 안철민 )

WHAT IS A GOOD VOICE?

Good voice when the opposite sex heard Middle-bass tone as man: 61.4% High-clear tone as women : 48.8%

Good voice when the same sex heard Middle-bass tone as man : 41.2% High-clear tone as women : 69.6%

VOICE ABOUT JOBS

Businessman : Lower tone and soft voice =>Be effective for persuasion

Show host : High –pitched and varia-tion of voice=> Be effective for upward in sales

Telemarketer : Voice is most important => high-pitched ‘Mi’ and ‘Pa’

Counselor & Consultant : Soft and epicene voice

THEORY

GOOD VOICE

DIFFILCULT OR TOO

LONG SPEECH

Forwarders elements +

Peripheral Route as Elab-oration Theory

More feel persuaded with effective

EXPERIMENT

Experimental methods : Significant things of voice element are tone, pause, and fast ( 박란희 (2010), 목소리 구성요소의 커뮤니케이션 효과에 관한 연구 ). So -> Record 6 voices what is effected

about tone, pause, fast and make ques-tionnaire include in favorable of each voice and voice that persuaded in special situa-tion for subjects.

EVALUATION FORM

VOICE

THE RESULT OF AN EXPERIMENT

High-pitched and clear tone got the highest score. On the other hand, slow voice and unclear tone got the lowest score.

Voice 125%

voice 220%

Voice 312%

Voice 418%

Voice 513%

Voice 611%

THE RESULT OF AN EXPERIMENT

voice

1

voice

2

voice

3

voice

4

voice

5

voice

605

101520253035

Female

voi

voi

voi

voi

voi

voi

0

5

10

15

20

25

30

35Male

THE RESULT OF AN EXPERIMENT

The voice with effective persuasion selling goods: voice 1 -75%, voice 2 -25% campaign speech : voice 2 - 65%, voice 1 -

35%

Þ It showed meaningful result about persua-sion just by a little voice difference.

Þ It is most sensitive tones and slowness.

Voice elements that be effected persuasion are tone, pause, and fast.

Voice plays an important role in reference to persuasion

CONCLUSION

It’s effected high tone and cheerful voice that persuasion with sales

It’s effected relaxed and slightly lower voice that persuasion with speech.

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