PERSUASIONSOCIAL INFLUENCE&COMPLIANCE GAININGRobert H. Gass & John S. Seiter
Chapter 8▪Nonverbal Influence
NONVERBAL INFLUENCE IS POWERFUL▪The majority of the emotional meaningof a message is carried via the nonverbal channel▪Nonverbal influence can also be subtle–Food servers who touch customers lightly on the shoulder earn higher tipsEl Nariz/Shutterstock.com
FUNCTIONS OF NONVERBAL COMMUNICATIONWe use nonverbal communication to: ▪Shape impressions of ourselves–enhance attractiveness, credibility, status ▪Establish rapport, immediacy–touch, smiling, eye contact▪Model behavior (social proof)–Putting on a seatbelt▪Signal expectations–eye contact to signal turn-taking▪Violate others’ expectations–standing too close–talking too loud
DIRECT EFFECTS MODEL OF IMMEDIACY▪Andersen (1999): warm, involving, immediate behaviors enhance the persuasiveness of a message–It is easier to comply with those we like.