The Duchenne Smile and Persuasion

@article{Gunnery2014TheDS,
  title={The Duchenne Smile and Persuasion},
  author={Sarah D Gunnery and Judith A. Hall},
  journal={Journal of Nonverbal Behavior},
  year={2014},
  volume={38},
  pages={181-194}
}
We investigated persuasiveness as a social outcome of the ability to produce a deliberate Duchenne smile in a role-play task and of a participant’s use of a Duchenne smile while persuading someone in a live interaction. Participants were tasked with persuading an experimenter to drink a pleasant and unpleasant tasting juice as well as not drink a pleasant and unpleasant juice while being videotaped. Participants’ deliberate Duchenne smiling ability was measured by asking participants to smile… 
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Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
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    Personality and social psychology review : an official journal of the Society for Personality and Social Psychology, Inc
  • 2021
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Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low- status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions.
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