Chapter_8_Nonverbal_Influence_older_versionx - PERSUASION SOCIAL INFLUENCE COMPLIANCE GAINING Robert H Gass John S Seiter Chapter 8 \u25aa Nonverbal

Chapter_8_Nonverbal_Influence_older_versionx -...

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PERSUASION SOCIAL INFLUENCE & COMPLIANCE GAINING Robert H. Gass & John S. Seiter
Chapter 8 Nonverbal Influence
NONVERBAL INFLUENCE IS POWERFUL The majority of the emotional meaning of 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 tips El Nariz/Shutterstock.com
FUNCTIONS OF NONVERBAL COMMUNICATION We 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.

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