The influence of interviewers' voices and persuasion strategies in telephone surveys

The interviewers' voice, manner, personal characteristics and persuasion strategies are related to participation in telephone interviews. A comparison of groups reveals that the interviewer's manner and personal characteristics lead to higher influence to participate than the interviewers' voice. Vocal attributes are intercorrelated with personality. In addition, considerable differences were found in multivariate correlations between interviewers' voices on the one hand and personal characteristics on the other hand. Only three characteristics have significant effects: enthusiastic, personal speech and rate of speaking. Some other results of the persuasion strategies are: repeating of the recipient's arguments, tailoring and the formulation of different arguments. The findings point to the importance of a training program for interviewers.