Chapter 13.1
What is the premise of compresence?
the mere presence of another person is arousing and can alter behavior, even in it is unconscious.
What is credibility and the three characteristics?
Refers to a set of perceptions about a person’s levels of competence and character
Credibility is a prerequisite to being powerful and influential
Competence and character are the primary determinants of credibility, perceptions of composure, likeability, and dynamism are also important
What cues/codes impact Composure?
Kinesics: more relaxed posture and behaviors—poorer posture, feet up, pleasant facial expressions
Vocalics: fluent voices
What is the message factor of Distraction? (can reduce persuasion)
•Higher levels of immediacy cues (see above) may cause too much arousal and divert attention from the message, hurting the persuasion appeal)
Chronemics in enhancing credibility in an interview?
arrive on time
What cues/codes impact Character and Trustworthiness?
Kinesics and Vocal Variety
What are self-presentational goals?
revolves around our identities and images we present to others
What cues/codes impact Sociability and Likeability? (Higher immediacy cues)
Kinesics: increased eye gaze, smiling, close distancing, and direct body orientation
Vocalics = vocalic animation; rate, pitch
What is the message factor of elaboration?
how many factors impact the decision making, such as looking for clues of deception.
Kinesics on enhancing credibility in an interview?
Appropriate use of immediate NVC cues (animated facial expressions, good body posture, forward lean, etc.)
What code/cues impact Competence and Expertise?
PA, Body Adornments, Environment and Artifacts, Vocalics, and Kinesics
What do Relational Goals involve?
focus on establishment, maintenance, and sometimes termination of particular relationships
What cues/codes impact Dynamism and Charisma
Dynamic communicators
high energy
enthusiasm
expressiveness and self-confidence (higher kinesics and vocalic animation)
What is the message factor of expectations?
Expectancy Violations Theory
Vocalics in enhancing credibility in an interview?
Vocalics: Appropriate use of immediate NVC cues (vocal animation, faster rate, varied inflection, etc.)
Social influence is motivated behavior and normally has three general motives, what are they?
Self-Presentational Goals
Relational Goals
Instrumental Goals
What do Instrumental Goals involve?
involve trying to accomplish specific tasks, such as getting a good grade, negotiating a good deal on a car, finding a ride to the airport.
What are the Message Factors in Influencing Others?
Attention
Distraction
Elaboration
Expectations
In general, what displays of PA enhance credibility in an interview?
Nice clothing, appropriate make-up, restrained use of display of piercings and tattoos, etc.
Olfactics in enhancing credibility in an interview
Clean, non-intrusive smell (best to leave off cologne or perfume unless it is subtle)
Influencing others involves...
preserving or changing someone’s thoughts, emotions, or behaviors, including persuading someone to comply with a request or agree to a decision
What are the factors that influence persuasion? (besides persuasion)
Character and Trustworthiness
Competence and Expertise
Composure
Sociability and Likeableness
Dynamism and Extroversion
What is the message factor of attention (capture and focus attention)?
•Rapid speech, varied vocal tempo, vocal expressiveness, smiling, looking someone straight in the eye, standing closer, touching someone-appropriate in circumstances, artifacts & environment elements.
Haptics in enhancing credibility in an interview?
Firm handshake