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Exerting Power and Influence

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Exerting Power and Influence A series by the Center for the Management of Information, University of Arizona Influence from the history books Adolph Hitler Jim Jones ... – PowerPoint PPT presentation

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Title: Exerting Power and Influence


1
Exerting Power and Influence
  • A series by the
  • Center for the Management of Information,
  • University of Arizona

2
Influence from the history books
  • Adolph Hitler
  • Jim Jones
  • David Koresh

3
Definitions
  • Social influence one person's actions
  • causing changes in another's thoughts and
    behaviors that would not have occurred in the
    absence of the actors behaviors, or
  • maintaining the targets way of thinking and
    behaving in the face of influence attempts
  • Power potential or capacity to influence

4
Definitions
  • Dominance
  • communicative acts by which one actors assertion
    of influence and control is met with acquiescence
    from another
  • Is overt behavioral
  • Includes characteristics of
  • Influence
  • Focus poise
  • Conversational control
  • Panache (dramatism)
  • Self-assurance

5
Assumptions
  • Social influence is motivated
  • Social influence is strategic
  • Influence partly due to compresence

6
Bases of power
  • Punishment
  • Legitimate
  • Reward
  • Expertise
  • Referent

7
Example
8
Principles of dominance
  • Note that dominance is a continuum from dominant
    to submissive
  • Many dominance indicators convey credibility
  • Expertise
  • Dynamism/extroversion
  • Sociability
  • The opposites of these principles connote
    powerlessness or submissiveness

9
Principles of dominance
  • Overt symbols of status and authority
  • Status appearance indicators
  • Uniforms
  • Possession of valued commodities
  • High-prestige dialect
  • Formal language
  • Powerful speech

10
Principles of dominance
  • Visible symbols
  • Size
  • Physical
  • Posture
  • Clothing
  • Vocal features
  • Deep pitch
  • Louder amplitude
  • Quantity of language/speech
  • of words, verbs, sentences
  • Duration of talk

11
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Environmental location
  • Proxemic seating arrangement
  • Kinesic posture--standing
  • Physical appearance--height

12
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Facial maturity vs neoteny
  • Physical size
  • Spatial intrusion
  • Anger expressions
  • Kinesic threat stare
  • Loudness
  • Silence

13
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Facial animation
  • More eye contact and longer gazes
  • More immediacy
  • Vocal variety
  • Tempo
  • Pitch
  • Linguistic expressivity
  • Activation imagery
  • Expressivity index

14
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Private space, better territories
  • Better furnishings
  • Freedom from others intrusions
  • Taking up more space

15
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Centrality
  • Location
  • Visual dominance ratio
  • First-person pronouns

16
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Centrality
  • Precedence
  • Entering spaces
  • First to sit
  • Initiating talk

17
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Centrality
  • Precedence
  • Relaxation and poise
  • Relaxed asymmetric posture
  • Relaxed voice Sideways lean indirect body
  • Open arms
  • Fewer adaptors restless movement
  • More eye contact
  • More nods
  • Informal speech

18
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Centrality
  • Precedence
  • Relaxation and poise
  • Prerogative
  • Spatial deviations
  • Nonreciprocal touch
  • Chronemic deviations

19
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Centrality
  • Precedence
  • Relaxation and poise
  • Prerogative
  • Unexpectedness
  • Expectancy violations
  • Dress
  • Space

20
Principles of dominance
  • Visible symbols
  • Size
  • Elevation
  • Intimidation
  • Dynamism
  • Access
  • Centrality
  • Precedence
  • Relaxation and poise
  • Prerogative
  • Unexpectedness
  • Interaction control

21
Principles of dominance
  • Expertise indicators
  • steady and consistent eye contact
  • smiling and facial pleasantness
  • head nods
  • expressive gestures
  • absence of adaptor gestures
  • direct body orientation
  • vocal variety
  • clear articulation
  • long talk time
  • fluent speaking
  • General American Dialect

22
Turning dominance on its head
  • What would be indicators of powerlessness or
    submissiveness?
  • Linguistic
  • Kinesic
  • Vocalic
  • Are these universal?
  • What would rob our interfaces of credibility?
  • What features do we need/want in our AVATAR?
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