Chapter 8- Nonverbal Influence - Chapter 8 Nonverbal...

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Chapter 8- Nonverbal InfluenceChapter OutlineRole of nonverbal communicationThe Direct Effects Model of ImmediacyTypes of Nonverbal communicationNonverbal behaviors linked to credibility and persuasivenessRole of Nonverbal Communication in Social Influence1.To create certain impressions of ourselveso(credible, powerful, attractive, status.)2.To establish intimacy, rapport, immediacyoTouch, smile, hug, eye contact.3.To highlight, clarify or distract attention from persuasive messages that are likely to reinforce learningoEx: teacher can use nonverbal cues to get his or her students to pay more attention to a message; heckler can use such tactics to distract listeners4.To model a behavior (Social proof)oEx: Putting on seatbelt5.To signal a person’s expectations and elicit behavior that conforms to those expectationsoEx: Frowning can inform a child that he or she is not behaving appropriately6.Violate people's expectations so as to distract themoEx: standing too close to another person can, under some circumstances, make that person more compliantThe Direct Effects Model of ImmediacyImmediacy- actions that communicate warmth, closeness, friendliness, and involvement with other peopleoExamples of immediacy cues: if you smile, make a lot of eye contact, nod, and lean forward when talking to someone else Direct Effects model- warm, involving, immediate behaviors lead to increased persuasion oIt is easier to comply with those we like.oWe tend to trust warm, friendly people.Affect DisplaysFacial expressions that show emotions and feelings such as sadness or happinessSmiling, pouting, winking, etcTypes of Nonverbal CommunicationKinesics- eye contact, facial expression, gestures, body movements, and postureHaptics- TouchProxemics- SpaceChronemics- TimeParalinguistics- Vocal varietyKinesicsEye ContactUpper part of the face reveals more true feelings than lower partConveys: dominance, persuasiveness, aggressiveness, and credibility
Eye contact = more complianceNormal rates: 29-70% of total time interacting 60-90% eye contact will increase persuasiveness Speakers who avoid eye contact are perceived as less credible.

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