Conversational dynamics of joint attention and shared emotion predict outcomes in interpersonal influence situations: an interaction ritual perspective

Abstract

AbstractThis article addresses conversational dynamics in interpersonal influence situations. Drawing on interaction ritual theories and the research of interaction processes and patterns, we argue that sequential transition patterns of task and social–emotional acts can capture essences of conversational interaction ritual.A successful ritual then generates emergent solidarity and induces desired outcomes of interpersonal influence. In two experimental situations of online text chats between strangers (advice-giving, Nconversation = 336 with a student sample and compliance-gaining, Nconversation = 737 with a MTurk sample), we found certain transition patterns consistently predicted influence outcomes and interpersonal perceptions. Aligning with our theoretical expectations, these transitions indicate the moment-to-moment emergence of joint attention and shared emotion, which are essential ingredients of a successful interaction ritual.