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