318 COM Functions of Nonverbal Communication Repeat the verbal message
20-Nov-09
o Verbal 35%, Nonverbal 65%--facial expressions, tone of voice, movement, clarity, appearance, gestures, posture, eye contact Contradict verbal cues Substitute for verbal messages Complement verbal cues Regulate the flow of conversations Dimensions of nonverbal communication Kinesics o Movements of head, face, eyes, limbs, trunk o The way we move our body conveys information o Eye contact and mutual gaze are the best indicators of mutual attraction o Produces a reliable increase in compliance Vocalics/paralanguage o Not WHAT is said, but HOW it is said o A relatively fast rate and short silent pauses results in increased compliance o Vocal pleasantness is associated with fluency and pitch variety Not a lot of umms or pauses, not monotone Physical appearance o People who dress similarly to their targets are more persuasive than those dressed differently o Clothing and other artifacts signal status and group membership o High status clothing, attractive facial features, and conventional appearance associated are with greater persuasiveness o Uniforms produce an automatic cognitive response that makes us inclined to comply
COM 318 Haptics o The use of touch to communicate o Nonreciprocal touch is a sign of dominance and/or power
20-Nov-09
o Appropriate touch is a sign of liking and affiliation, which can lead to greater persuasion o Where are you allowed to touch people who are acquaintances/colleagues? Hand, upper arm, back, shoulder Proxemics o The use of territory and/or space Personal bubble o Higher status people are given more space o Closer personal space and touch tend to be associated with increased persuasiveness o People with high reward power can violate personal space and produce favorable effects on compliance Chronemics o The use of time to communicate Chronic lateness is a statement about how little regard you have for other peoples timeits disrespectful and narcissistic o Cultural/subcultural norms for the use of time vary widely o Monochronemic cultures (like the U.S.) want people to be on time. Violations result in decreased persuasion