100%(1)1 out of 1 people found this document helpful
This preview shows page 1 - 2 out of 3 pages.
CHAPTER 8Nonverbal InfluenceThe direct effects model of immediacy (Nonverbal has a direct effect)oWarm, involving, immediate behaviors lead to increased persuasionoIt is easier to comply with people we likeoWe tend to trust warm, friendly peopleoEx: paying attention, showing gesturesKinesicsoStudy of body movements oEye contactConveys interest, attention, attraction, liking, warmth and immediacy Eye contact usually enhances persuasionIf you are trying to sell someone something or persuade the need to, make eye contact and not look distracted. Exception to the general ruleKleinke (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) oFacial expressions