Emotion Going Outside-In
Listeners who listened to the raise-fees message while nodding their heads wanted tution to rise to $646 and claimed that they found the editorial insightful. Those who were instructed to shake their heads to test earphone quality wanted tuition to fall to around $467.
When two people talk, their volume and pitch sync up, and engage in motor mimicry. If I can make you smile, I can make you happy. Some people are more effusive and therefore more emotionally contagious than the rest of us.
References
- The Effects of Overt Head Movements on Persuasion: Compatibility and Incompatibility of Responses. Gary L. Wells; Richard E. Petty. Basic and Applied Social Psychology, Vol. 1, No. 3. homepages.se.edu . 1980.