Nonverbal Influence.docx - Nonverbal Influence The direct effects model of immediacy Immediacy behaviors are warm friendly and involving g o

Nonverbal Influence.docx - Nonverbal Influence The direct...

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Nonverbal Influence The direct effects model of immediacy Immediacy behaviors are warm, friendly, and involving g o Andersen (1999): warm, involving, immediate behaviors enhance o The persuasiveness of a message o It is easier to comply with those we like o We tend to trust warm, friendly people. ° ° I. Kinesics: ° 1. eye contact Eye contact conveys: o Interest, attention o Attraction, liking o Warmth, immediacy Eye contact usually enhances persuasion The exception to the general rule o Kleinke (1989) found that an illegitimate request was more effective without eye contact ° 2. Facial expression Smiling is an immediacy behavior o Conveys warmth, attraction, liking, sincerity ° 3. Facial expression/mirroring Mirroring involves matching or mimicking another’s behavior o Eye contact, posture, gesture, stance o Conveys similarity, empathy
° 4. Gestures emblems: correspond with specific words or phrases o peace signs o shush o shame on you o come here o zip it

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