compliance gaining and nonverbal behavior

Question 1

examples

Answer 1

• dress for success
• reach out and touch someone
• use a firm handshake
• look people right in the eye

Question 2

Synder, Grether, Keller (1974)

Answer 2

• confederates gazed or did not gaze at passing motorists while hitchhiking
• the hitchhikers who gazed received sig. more offers for rides than those who did not

Question 3

other requests and gaze

Answer 3

• give a dime to a passer by at a phone booth
• take a pamphlet
• give confederate a nickel for 5 pennies
• donate money to charity
• stop and answer interview questions
• more eye contact, more compliance

Question 4

effect of gaze on compliance

Answer 4

• on average, use of gaze increases compliance by approx. 15%
• 15% more people comply when gazed at vs. when gaze is averted

Question 5

touch and compliance

Answer 5

• Kleinke (1977) had confederates lightly touch (or not) people while asking for a dime to make a phonecall
• sig. more people offered a dime in the touch vs. no touch condition
• touch was confounded by distance (accidentally manipulated)
• 18 inches for touch vs 3 feet in no touch

Question 6

touch effect still holds

Answer 6

• light touch to upper arm
• eliminating confound for space and touch
• request: sign petition
• experiment 1: 81% vs 55% (touch vs no)
• experiment 2: 70% vs 40%

Question 7

other compliance gaining requests

Answer 7

• stay to score questionnare (19 vs 15 min)
• fill out a questionare
• go to blackboard to solve math problems: 28 vs 9
• order menu item suggested by wait staff: 59 vs. 42%
• ask nightclub patron to dance: 65 vs. 43%.

Question 8

touch works with gaze

Answer 8

• touch+gaze=even more effective

- approach at a shopping mall by a confederate who touched and made eye contact, compliance rates were 86-92%

Question 9

issues in touch-compliance research

Answer 9

• FORCE: most studies use a very light touch

- BODY REGION: most studies used touch to the upper arm or shoulder (“friendly touch”)

Question 10

proxemicas and compliance

Answer 10

• conf. stepped out of phone booth and asked passer by for a nickel in exchange for 5 pennies
• NEAR: request made when target was even with phone booth
• FAR: request made when target was 4 feet away
• COMPLIANCE: 75% near, 44% far

Question 11

speech rate and compliance

Answer 11

• tape recorded message
• volunteer to watch up to 5 half hour shows
• measured nonverbal decoding skills of subjects
• fast speech rate increased compliance rates but only for some subjects d2l chart
• good decoders=fast speech rate

Question 12

speech volume

Answer 12

• female conf, approached pedestrians
• bogus postcard technique “would you please mail this for me?”
• vocal intensity soft, medium, loud
• compliance highest in medium (62), low in soft or loud (both 49)

Question 13

apparel and compliance

Answer 13

buschman: confederate directed people passing by on the sidewalk to give a dime to another confederate who was over parked at the meter
-clothing conditions:
-NO AUTHORITY: bum, work shoes, baseball cap, etc
-STATUS: two piece suit, white shirt, tie, dress shoes
-ROLE: fireman uniform, badge
RESULTS:
-83% complied with fireman
-50% businessman
-45% bum

Question 14

clothing enhances effectiveness of touch

Answer 14

• low (worn and dirty jeans), medium (clean jeans, t shirt), high (suit and tie)
• touch or not
• asked to fill out survey
• few people complied with the request in the low status condition
• high status led to almost double the effect
• d2l chart

Question 15

Ellsworth and Langers demand theory (1976)

Answer 15

• certain nonverbal behavior (e.g. gaze, touch, close space) produce AROUSAL in others
• because we are forced into interpersonal involvement with the actor
• nonverbal behavior can then function as a “demand” for something
• easiest way to get rid of the arousal is to comply with the demand

Question 16

Pattersons arousal labeling theory (1976)

Answer 16

• nonverbal behavior can produce arousal in others
• people make attributions to explain their arousal
• in making these attributions, we label our arousal (ex: roller coaster, and plane)
• if positive, we comply, if negative we won’t comply.

Question 17

Burgoons nonverbal expectancy theory (1986)

Answer 17

• people have expectations for what is appropriate nonverbal behavior from others (e.g. gaze touch space etc)
• violations of these expectations will produce AROUSAL
• we label arousal positive or negative depending in part upon reward of the communication (ex: Leo Dicaprio)
• reward value=attractiveness, wealth, attitude, similarity, etc.)