Influencing 3

Influencing and Persuading (contd)

Using the correct approach - communicator 'attractiveness'
Look the part - match your personal presentation to the circumstances in which you are communicating. This is your 'attractiveness' - you don’t have to be 'good looking' to be persuasive!

Tannenbaum (1956) found 'the amount of persuasion achieved was directly related to the 'attractiveness' of the communicator. Evidence also indicated that 'attractiveness' was useful if the message was 'unpopular'.

 Communicator "Attractiveness"

• Does the communicator appear to be clean and tidy?

• Do they state arguments fairly?

• Are they tasteful or tasteless in the language they use?

• Do they have a pleasant personality?

• Is their information of value?

• Are they credible?

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