NV Communication and Interpersonal Influence:

1
NV Communication and Interpersonal Influence

• Using Nonverbal Cues to Induce Compliance

2
Nature of Interpersonal Influence

• Defined as ones actions causing changes in
  anothers thoughts/behaviors that would not have
  occurred otherwise.
• Designed to be strategic and intentional
• Often occurs at low levels of awareness

3
What Sort of NV Cues Matter?

• Physical appearance cues
• Adornments
• Clothing high status vs. low status
• Uniforms
• Physical attractiveness why it works?
• Social reinforcement hypothesis
• Cognitive processing hypothesis
• Social skills hypothesis

4
What Sort of NV Cues Matter?

• Immediacy cues
• Gaze
• Proxemics
• Haptics
• Kinesics
• Vocalic cues

5
Why Does Increasing Immediacy Work?

• General explanations
• Objective self-awareness
• Liking hypothesis
• Social need hypothesis
• Threat hypothesis
• Theoretical explanation
• Direct-effects model

6
NV Cues and Persuasion Other Explanations

• Expectancy violations theory
• Proxemic violations found support
• Vocalic violations found support
• Eye behaviors violations no support
• Distraction models
• Irrelevant vs. relevant distractions
• Quality of arguments and distractions

7
NV Cues and Persuasion Other Explanations

• Communication accommodation theory
• Primarily focuses on vocalic cues
• Emotional arousal
• Positive arousal and persuasion
• Negative arousal and persuasion