The purpose of this study was to examine and compare how conversational contents and sentence-final expressions influence consensual effect. This study focused on “sentence-final particles” as sentence-final expressions, which are identified with the term of management language. Management language is used in management communication which regulates conversational interactions and relationships and which is distinct from conversational content. A previous study indicated that sentence-final particles have an influence on consensual effect. In this study we investigated how we use language in order to come to a consensus and what factors influence on consensual effect. We picked up the factors from two sides of communication; the content side and the management side. The former involves “logic”, “numbers of the grounds for an argument”, “presence of fear appeal”, and “way of presentation (one-sided or two-sided)”, the latter involves “sentence-final particles”, “head movement seeking response”, “eye contact”, and “smiling”.

　　To simulate a clinical situation, in this experiment we asked subjects to play roles; pseudo-pharmacists tried to persuade pseudo-patients to give their consent to take medicine as directed. Results of multiple regression analysis showed that “logic” of conversational content had a positive effect (β=0.593) and “sentence-final particles” as sentence-final expressions had a negative effect (β=-0.465) on consensus. The influence of “sentence-final particles” was about eighty percent as effective as “logic.”