CHAPTER 8 - CHAPTER 8 Nonverbal Influence The direct...

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CHAPTER 8 Nonverbal Influence The direct effects model of immediacy (Nonverbal has a direct effect) o Warm, involving, immediate behaviors lead to increased persuasion o It is easier to comply with people we like o We tend to trust warm, friendly people o Ex: paying attention, showing gestures Kinesics o Study of body movements o Eye contact Conveys interest, attention, attraction, liking, warmth and immediacy Eye contact usually enhances persuasion If you are trying to sell someone something or persuade the need to, make eye contact and not look distracted. Exception to the general rule Kleinke (1980) found that an illegitimate request was more effective without eye contact. (so when he went to an airport and people made request that did not really need things without eye contact they got better responses.) so if they were vulgar they should look down an if they are appropriate questions better responses when looking up at them) o Facial expressions

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