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SPCM TEST 5 - SPCM TEST 5 FUNCTIONS OF NONVERBAL...

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SPCM TEST 5 12/6/07 FUNCTIONS OF NONVERBAL COMMUNICATION: SOCIAL INFLUENCE Introduction: Social influence is the ability to modify or sway the behavior of others in some goal oriented way. The study of social influence and non-verbal communication has three broad traditions: 1. The study of physical appearance cues 2. 2. The study of immediacy cues and influence 3. The study of vocalic cues The Study of Appearance Cues and Influence: Physical appearance has two parts: Physiognamy and Adornments Physiognamy 1. Race belief controversy a. Simons- attitude vs. group membership similarity; relevant vs. irrelevant similarity Group Attitude Irrelevant Not important Not Very Important Relevant Important Most Important b. Group membership similarity does influence others (physiognamy cues- racial and ethnic cues), but they are always less persuasive than relevant attitude similarities 2. Physical attractiveness Shelly Chaiken (1979) a. Social reinforcement- desire to be associated with attractive others
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