-
Nonverbal channels account for at least
2/3 of all meaning conveyed through an act of communication.
-
Nonverbal Communication channels often
carry morerelational (rather than content) messages.
-
Kinesics:
body movement
Kinesics can be used to enhance persuasion because they help sustain attention, interest, and comprehension
-
Vocalics and paralanguage
rate, tone, volume…
We make many judgments about credibility from vocalics/paralanguage
-
Eye contact can signal
lattitude, interest, and dominance-submission
-
Facial expression can
reinforce messages -- or contradict it if we want to modify messages
-
Chronemics
Time (Chronemics): use of time to communicate.
-
Violation of norms of the use of time
decrease persuasiveness.
-
_________ are the two
principles underlying touch.
Power and liking/attraction
-
_________ usually lead to a decrease in persuasion (but may depend on reward valence)
Violation of touch-based norms
-
The violation of proxemics can be used to
enhance or detract from persuasive success.
-
Types of proxemics
Territoriality: claiming rights to an area
Personal space: the zone of space that surrounds our bodies
-
Personal space:
-invisible, variable, volume of space surrounding an individual that defines his or her preferred distance from others (Burgoon)
-Size and shape depends on cultural norms and individual preferences
-Conflicting approach-avoidance needs for affiliation and privacy
-
Proxemic zones of Americans
- - Intimate distance (0 to 18 inches)
- -Personal distance (18 inches to 4 feet)
- -Social distance (4 to 10 feet)
- -Public distance (10+ feet)
-
Sensory involvement:
cultures that prefer high contact between people want to touch, smell, and make eye contact the people with whomthey are communicating.
-
Levels of sensory involvement
- -High: South Americans, Southern and Eastern Europeans, Arabic cultures
- -Low: Asian cultures
- -Moderate: Northern Europeans, North Americans
-
Burgoon’s nonverbal expectancy violations model suggests that
under some circumstances, violating social norms and personal expectations is “a superior strategy to conformity”
-
Relational arousal
heightened state of awareness, orienting response, or mental alertness that stimulates review of relationship
-
Expectancy
what people predict will happen, rather than what they desire
-
Violation valence
perceived positive or negative value assigned to breach of expectations, regardless ofthe violator
-
Communicator reward valence
- sum of positive and negative attributes brought to the encounter, plus potential to
- reward or punish in future
-
EVT offers
“soft determinism"
-
The following things will increase the likelihood that
a violation will be interpreted positively:
- -Status, ability, attractiveness
- -Message content that conveys liking, acceptance, appreciation, and trust
- -The power to provide the receiver with rewards in the future
|
|
