MTIII Flashcards
0
Q
Cultural relativist position
A
Mead, Bird
= emotional experience is specific to a given culture. We learn which expressions go with which emotions and under what circumstances we should express our emotion
- culture is the strongest influence to expressing emotions, therefore biological hardwiring is irrelevant
1
Q
Universalist position
A
Darwin
= emotional experiences are innate. Emotions are developed through emotion
- “it is biologically hardwired in us, emotion= evolutionary adaptation”
2
Q
Neuro cultural theory
A
Emotions are prewired in the human brain, but we learn culture specific rules for displaying those emotions
3
Q
Components of Neuro cultural theory
A
- Elicitors= events that stimulate emotion in the human brain ( mostly cultural specific)
- ex) watch a sad movie, we feel sad; see ex lover with someone else
— culture specific but some universal
- ex of universal) loss of loved one
2 affect program = universal emotion (=hardwired); emotional response
- triggered by elicitor (=biological element) - Consequences (emotional arousal) = “what are you going to put on your face”
- mix of biology and culture
- ex) feel fear but won’t show it
4
Q
What is decoding expressions of emotions complicated by
A
- Affect blends (displaying more than one emotion)
- Culture
- ex) Americans use eyes and mouth, Middle East just eyes (for emoticons) - Facial deceit (feel one thing, expression something different)
5
Q
What are the universal emotions
A
Happiness, sadness, fear, disgust, surprise, anger
6
Q
What governs facial deceit
A
Display rules
7
Q
What are display rules
A
Govern the appropriateness of expressive behavior and are used to regulate or manage ones expressive behavior
8
Q
Why do we engage in facial deceit
A
Cultural conventions
Personal display rules
Vocational requirements
Need at the moment
9
Q
When do we learn display rules
A
Around age 6
10
Q
When do we develop display rules skill
A
Between first and fifth grade
11
Q
Knowledge of display rules means you understand what
A
Expression regulation
Interpersonal goals
12
Q
What are we the five different Styles of display rules
A
Masking Intensification Inhibition De intensification Simulation
13
Q
Masking
A
Involves communicating. An emotion that is entirely different than the one a person is feeling
- appears larger in the development cycle
14
Q
Intensification
A
Involves giving the appearance of having stronger feelings than one actually has
15
Q
Inhibition
A
Giving the impression of having no feelings when one truly experiences emotion
16
Q
De intensification
A
Giving the appearance of experiencing an emotion with less intensity than one actually is feeling
17
Q
Simulation
A
Acting like you feel an emotion when no such emotion is present
- ex) smiling without experiencing happiness
18
Q
Facial styles
A
- With holder
- Revealer (if i feel it I express it)
- Unwitting expressor
- Blanked expressor
- Substitute expressor (mix up feelings with how expressed)
- Frozen-affect expressor (ex) big bushy eyebrows)
- Ever-ready expressor (has a go to expression)
- Flooded-affect expressor
19
Q
Facial feedback hypothesis
A
We can create authentic emotions from inauthentic expressions
20
Q
What are characteristics that affect decoding skill
A
- Encoding skill
- Personality (gregarious, sociable, expressive, low on machiavellianism)
- Training
- Age
- Race, education, intelligence
- Sex
21
Q
Social presence theory
A
Text based messages deprive us of the sense that a warm body is jointly involved in the interaction. If we don’t feel anyone is actually there, our communication becomes impersonal, individualistic, and task-oriented
22
Q
Media richness theory
A
Performance improves with the use of “richer” media for equivocal tasks
23
Q
Examples of media richness
A
Most rich= faces to face dialogue
Next= videoconference, then…
Telephone conversation, voice mail,email, informal letters/memos, organizations own videos, formal written documents
Last= formal numerical documents
24
What so both computer media communication theories have in commen?
They both regard the absence of nonverbal cues as a permanent flaw of the medium
25
Social information processing theory (SIP)
Individuals initiating and developing relationships using text based mediums (online chat, emails, instant messaging) can develop well defined Impressions of each other
26
Key ideas of SIP
Verbal cue of affinity replace nonverbal cues
- self disclosure, praise, statements of action
This requires extended interaction time (4:1 ratio)
- 15 min faces to face is like 1 hour of computer mediated
27
SIP: hyper personal perspective
Label used to describe CMC relationships that are more intimate than romances or friendships would be if partners were physically together
28
What are four elements that contribute to the hyperpersonal perspective
1. Sender: selective self perception
2. Receiver: over attribution of similarity
3. Channel: communicating on your own time
4. Feedback: self fulfilling prophecy
29
Immediacy
Approach behaviors decrease both the physical and psychological distance between interactants
30
What are the most commonly cited nonverbal immediacy behaviors
```
Close distances
Use of touch
Eye contact
Smiling
Direct body orientation
Forward lean
```
31
Verbal cues of immediacy
"We" vs "I" and "you"
Personal forms of address
Relational comments
32
Immediacy behaviors serve what functions
1. Signal availability and inclusion
2. Communicate involvement
3. Communicate interpersonal warmth and positive affect
33
Applications of immediacy
| - college classrooms
Average effect across differing types of immediacy and types of student learning
Perceived Cognitive Affective
Learning Learning Learning
Nonverbal
Immediacy 0.510 0.166 0.490
Verbal
Immediacy 0.491 0.057 0.491
34
Applications of immediacy
| - interpersonal relationships
Attraction
Warmth
Like ability
Increased evaluations of intimacy
35
Cognitive valence theory
Answers the question: when one person displays immediate behavior, how can you explain the response of their partner?
36
Steps of cognitive valence theory
```
Step 1: immediacy behaviors
Step 2: arousal
Step 3: cognitive schemata
- the knowledge we all have that help us interpret others behavior and help us make some sense of what behaviors are appropriate for a given situation or relationship
Step 4: valence
Step 5: relational outcomes
```
37
Cognitive schemata
1 cultural schemata
- behaviors can be negatively or positively valenced based on the culture you are from
2. Self schemata
- personality traits
- communication predispositions
- trait communication behavior
3. Interpersonal schemata (interpersonal valence)
4. Relational schemata**
- relational type
- relational trajectory
5. Situational schemata
6. State schemata
38
Negatively valenced
Negatively evaluated behavior
39
Positively valenced
Positively evaluated behavior
40
Positively valenced immediacy results in:
1. positive perceptions and attitudes toward the interaction partner
2. Reciprocation of immediate behavior
3. Increased closeness and relational growth
41
Negatively valenced immediacy results in:
1. Negative perceptions and attitudes toward the interaction partner
2. Compensation, avoidance, and reductions in immediacy behavior
3. Reductions in relational closeness and feelings of intimacy
42
Critique of cognitive valence theory
1. All 6 cognitive schemata may not be necessary
| 2. Empirical support is contradictory
43
Expectancy violation theory
Highly arousing immediacy okay if it's from a high rewarding individual
44
What must cognitive valence theory do/be
Must be moderate arousal and pass through six cognitive schemata
45
Relative importance of nonverbal and verbal cues
1. Nonverbal cues have 4.3 times the impact on impressions than do verbal cues
2. Nonverbal cues 10 times more important in expressing confidence
46
Factors critical in affecting an interviewers judgment
| Don't need to memorize list
1. Ability to communicate
2. Aggressiveness and initiative
3. Self confidence
4. Enthusiasm and motivation
5. Intelligence
6. Leadership potential
7. Maturity
8. Persuasiveness
9. Peasant personality and sociability
47
High nonverbal interviewees
Maintained steady eye contact (60-70%)
Used vocal variety
Demonstrated appropriately high energy level by using hand gestures, smiling, and general body movement
Responded to questions with fluidity and little hesitation
48
Low nonverbal interviewees
Avoided eye contact
Displayed little or no affect
Displayed low energy
Spoken in a broken, nonfluent manner
49
Results of the interview study
- the interviewees rated the "high nonverbal interviewees" higher on 39/40 ratings
- 89% of the interviewers would have invited the "high nonverbal interviewees"'for a second interview
- 100% of the interviewers would NOT have invited the "low. N,34?1& interviewees" for a second interview
50
Engineering interview study
1. Eye behavior was the most reliable indicator of success or failure in the job interview
2. Those who smiled more frequently were accepted more than those who did not
3. Accepted interviewees exhibited more head movement (affirmative nodding ) and less frequently held their head static
51
Immediacy in interviews
- interviewees who display high immediacy (show high energy, etc) significantly increase their chances of being hired
- 86% of the candidates that displayed high immediacy were recommended by interviewers for the job
- 19% of those who displayed low immediacy were recommended
52
What is the single most damaging low immediacy cue in an interview
Adaptors
| - which is unfortunate because interviews breed nervousness and that leads to adaptors
53
What are two rules for shaking hands
Keep hand perfectly straight
| Apply the same pressure
54
What position in a handshake demonstrates you're the "boss" in the relationship
Hand on top i.e. "The upper hand"
55
Wha yea the most convincing hand position when making commands? Least?
Palm up is most because convincing but not commanding
Palm down next
Finger pointing least
56
What is power
The ability to influence others to do what one wants and to control interactions
- people who have power have more choices regarding all aspects of nonverbal behavior
57
Power and physical appearance
Dress
- correlation between more formal dress= more power
-- more powerful people also have more latitude with how they dress
Uniforms
- double edged sword, grants power and diminishes it
-- if you have a uniform you'll collect more donations, more persuasive
Height
- taller people are perceived as more powerful
58
Power and kinesics
Body posture
- big body posture= more powerful
-- taking up more space is more powerful
Facial expressions
- smile can be dominant or submissive
--> a smile is more dominant than smiling as a pattern
59
Power and oculesics
Person who is getting the most eye attention= more powerful
Person who is most powerful has the choice of whether or not to give eye gaze
- boss may/may not look at you but the expectation is you'll look at your boss
60
Power and proxemics
Proagative (choice) to invade space is with the person with more power
61
Power and haptics
People with higher objective status (it's measurable) will initiate touch more
62
Power moves in interpersonal relationships
1. Affection to compliance sequence (i touch you and ask, can you get me a drink)
2. Seduction and rejection game ("tease") - power is with the tease
3. Power matching move (you respond with touch to equalize power)
- ex) bush and Putin
4. Irritate and mollify sequence (I irritated you, so I use touch to equalize power)
- if you irritate someone, you're a less powerful person
63
Power and Chronemics
- waiting time (more powerful person = you don't wait)
- talk time (more powerful takes up greater % of conversation talk time)
- work time (less power, you must punch time card -- time matters more)
64
Power and environment
Territory (more powerful people have more space)
Seating patterns (most focal point in the room is the most powerful)
- ex) head of a rectangular table
65
Victim study
People that had a different walking gait (like uncoordinated or out of rhythm) were more likely to be selected as a victim
- also older men and women were more likely
66
How much does gender explain in communication differences
~2-5%
| Culture,personality, education, background, etc... Much bigger chunks
67
Proxemics and gender
Interpersonal distance (F-F closest, then MF, then MM)
Body orientation (males more likely to orient away from partner)
Crowding (males have a larger rxn to it)
Personal space (men are given more personal space by society)
--> men take up more space in many ways; women tend to collapse in
68
Kinesics and gender
Facial expressions (women smile more, more variety of emotions encoded on women's faces - by quantity)
Gestures (women gesture IN their body zone, men gesture out)
Foot movements (males have more active feet)
- hypothesis: women are trained to be poised in society, sit still, legs crossed, less fidgety
69
Oculesics and gender
Women give more eye attention (= longer and more frequent eye gaze)
- not a big difference though
70
Gender and vocalics
Women more likely to use powerless speech and inflections than males
71
Gender and haptics
- Frequency (F engage in more)
- same sex (FF touch more (cultural thing), except MM in sports)
- self touch (F touch more)
- meaning (varies for M and F)
- - f more likely to make association between intimate touch and emotional intimacy
- - M can experience intimate touch and not necessarily Feel intimate
72
Gender and decoding ability
Worldwide, women are found to be more accurate, sensitive, receivers of nonverbal communication
- possibly because a Successful mother must be able to understand a child's needs and warns when they can't verbally communicate
- also a stereotype that men should hide their emotions
73
Encoding ability and gender
Women are better, more accurate senders of nonverbal messages
Women are more likely to encode every facial expression, except anger
74
What is persuasion always...
Always audience specific
75
Persuasion and proxemics
Sequin meta analysis
- "close" distance operationalized as 1-2ft, "3-5" was far
- all studies revealed that close distance produced greater compliance than far
Kleinke
- close work with rewarding individuals (if you're a like able, good person), far distances work better (enhance compliance) with non rewarding individuals (like a homeless person)
76
Persuasion and vocalics
- enhancing credibility
- faster rate of speech (20-30% faster than average, 140 words/min)
- greater volume (slightly) and pitch variation (expressive voice)
- limiting nonfluencies (umm, uhh)
- using powerful speech = nonverbal and verbal
- -- powerless: tag question (make a statement and throw a question on the end of it); hedges&qualifiers ("sort of"); everything you say has a rising inflection
77
Persuasion and haptics
Touch increases compliance significantly and consistently
| - touch is only tested on the hand, arm or shoulder
78
Persuasion and gaze
Segrin's meta analysis
- direct gaze produced greater compliance in all studies (small effects)
Kleinke
- gaze enhances compliance with legitimate (things you had a good reason to ask for) requests and low gaze enhances compliance with illegitimate requests
79
Persuasion and smiling
Smiling increases: sociability, likeability (strong correlation between persuasion and likeability) and attraction
- smiling students who were charged with academic dishonesty received greater leniency
- smiling by food servers increased tips
Excessive smiling can hinder credibility
80
Persuasion and body language
"Mirroring" body language enhances persuasion
| Open body postures are perceived as more persuasive than closed postures
81
Clothing and persuasion
Clothing can signify degree of power or authority
- uniforms resulted in greater monetary donations
- change left in a phone booth was returned to well dressed people
Shoppers were more likely to report a poorly dressed shoplifter
Pedestrians at a cross walk were more likely to "jaywalk" when a well dressed person did it first
Segrin's meta analysis
- operationalizations of clothing or attire were diverse (professional, slovenly, formal, hippie, etc)
- in general, "the more formal or high status the clothing, the greater the compliance rate obtained"
82
Nonverbal behaviors serves what functions in selection interviews
Communicating interpersonal attitudes and emotions
- nonverbal signals are used to establish and maintain relationships by reflecting, for example, dominance or status differences and affiliation or aggression
Supporting and maintaining conversation
- "we speak with our vocal organs, but we converse with our whole bodies"
83
They interview study in the book as unique because
Rather than observing simulated interviews, this study examined the impact nonverbal behavior has during real life interviews. In addition to observations made, the outcomes of which interviewees were accepted, put on a reserve list, or rejected, were also statistically analyzed.
84
What characteristics did successful male seducers
Successful male seducers knew that pitch in his voice needed to shift from high to low and from more variable to more monotonous as the seduction progressed. They also knew how to lower their volume as the interaction progressed. So, the male seducer wants to appear strong at. First and then tender
85
Characteristics of successful female seducers
They just want to have fun. They laugh, squally tossing their heads back first, sometimes even giggled, using a toned-down laugh, and sometimes even put their mouths by peoples ears and whispered, a move intended to make the opposite sexs resistance weaken
86
What do affectionate voices sound like
- in a female female situation, when the participant had a voice that sounded high pitched, she was seen as being affectionate
- in a male male situation, a low pitched voice was seen as being affectionate
- men and women participants were rated as affectionate when they used voices that varied (not monotonous)
87
Understand Morris' 14 types of touch
- the handshake: this appears when a personal bond is absent or weak
- the body guide: a dominance move that is often characterized by one partner moving the other in a particular way. For example, one partners may put his/her hands on their shoulder and steer them
- the pat: kind of a miniature embrace, it does not involve whole body contact. Lots of different kinds of pats
- the arm link: the most obvious and publicly displayed of all tie signs. As a tie sign, it is described as a signal of mutual ownership
- the shoulder embrace: characterized as a half embrace. Often done among friends as a greeting behavior and during conversations
- full embrace: a hig, often done during greeting and parting
- hand in hand: signified by actual hand holding, different from handshake due to length of hold and hand positioning
- waist embrace: partners positioned side by side and have an arm resting around the others waist
- the kiss: two types of tie signs, on lips and on cheek
- hand to head: only occurs among intimates because the head is a very sensitive area and the hand is most damaging. Behaviors indicative of this include caressing another's hair or face
- head to head: demoted exclusivity b/c it incapacitated the couple with regards to other activities
- body support: behaviors indicative of this include leaning ones head on another's shoulder,supporting ones body against the others, or helping someone up from a chair
- mock attack: is so bound to the "victim" that the "attacker" can indulge in these pseudo-hostile actions without the slightest fear that he/she will be misinterpreted
88
What is the purpose of the touch investigation regarding affection displays in cross sex friendships and dating relationships
Purpose was to increase understanding
- first study showed that cross sex friends and people in arraigning relationships were more similar than different in their use of tie signs at a college bar (public setting)
89
When does a false consensus bias occur
Occurs when people in correctly assumed their partners were using tie signs in ways similar to how they themselves use them
- females were more likely to report initiating tie signs to express inclusion and intimacy in their dating relationships
- study showed false consensus because male receivers I estimated th relative salience of inclusion for female initiated tie signs and females overestimated the relative salience of intimacy as a function underlying male tie signs
90
What is the relationship between touch and quality of relationship and touch and intimacy?
It appears that couples who are in serious dating relationships display the most touch, whereas married couples show then kowtow behavioral similarity. The highest level of behavioral matching may be reserved for long term committed relationships like marriage while th highest frequency may be used in intermediate level relationships tad a way to escalate intimacy and bonded ness.
- spouses showed the least touch to shoulder and butt areas
- men and women used similar amounts of touch
91
What are the research findings related to thin slices of behavioral observation and job performance?
Social perceivers are able to pick up a wealth of information about others through only brief exposure to their expressive behavior. Thin slices shown to research participates may be samples from any available channel of communication, including the face, body, speech, voice, transcripts, or combo.
- the thin slices predict job performance. Thin slices ratings of enthusiasm, sympathy, confidence, professionalism, and friendliness in telephone operators voices predicted job performance, as measured by shortness of their calls.
92
What does the research reveal regarding person perception and sales
Nonverbal cues affect both perceptions of salespeople and Sales performance. It was discovered that steady eye gaze positively affected the believability of the sales presentation, and speech hesitations negatively affected ratings of interesting and persuasive.
93
What did the study find regarding meta perceptions
- meta perceptions were more positive for people with higher self esteem compared to people with lower
- more positive when verbal feedback was +, not -
- More positive when high self esteem people received constant feedback. No differences between people with high and low self esteem when feedback was inconsistent
- with consistent feedback, positive messages led to positive meta perceptions
- the effects for channel inconsistency and nonverbal cues were more complex. With inconsistent channels, meta perceptions were more positive for positive verbal/negative nonverbal than for negative verbal/positive nonverbal
94
What were the research findings regarding cues for internet in dating.
Women who show high amounts of the agree upon cues are seen as more attractive by men, and also express the women's interest in dating.
95
What are the findings related to. Nonverbal behaviors and family functioning.
Nvb can create healthy and unhealthy family functioning. What is appropriate and inappropriate varies by age, gender and environment. Nvb can develop or hinder relational quality thereby effecting each parties emotional/physical well being.
96
What is the general trend regarding parent lap sitting, kissing and bathing and age of the child
The general trend is as the child grows older is it less appropriate
97
What is the impact of sexual orientation on nonverbal behavior in interpersonal communication
Homosexuals do not "mimic" the behavior pattern of the opposite sex
But sexual orientation did have a visual impact on nonverbal behavior
- conclusive patterns evolved
-
98
How are NVBs in same sex relationships different from NVBs in heterosexual relationships
- Homosexuals adopted a neutral posture while hetero acted within th respective gender stereotype.
- in a mixed dyad more self touching to ones own face and more touching of other body parts took place
- dyads which included one or more homosexual individual, partners did not look at each other as long and as often as in dyads with heterosexuals only
99
What emotional cue was reported as most important? What was second
Vocal cues was reported most often, especially loudness of speech, speed of talking and amount of talking. Facial expressions was next - like eye gaze, smiling, etc
100
What conclusions does the author offer after discussing her emotional cue examples
There is not one dominate/over all important cue, but rather a complex combo of cues unfold over time. Mixed emotions are common, especially anger and fear, or anger changing to sadness
101
How are each of the emotions expressed? What are the unique characteristics of each emotion.
- happiness/joy: pleasant for both parties. Smiling is more common around other people than when alone. Expressed by laughing,smiling and talking enthusiastically
- pride: display their self worth to to others. Smile broadly, celebratory gestures (high fives), raised arms. Children give eye contact to people they want to see their accomplishments.
- anger: "angry facial expressions", angry tones of voice, breaking/slamming things,to threatening gestures, staring at someone in hostile fashion,decreasing distance or leaning forward to intimidate someone, giving the silent treatment. People either internalize or disclose angle. If they try to suppress it, it often leaks
- fear and anxiety: freezing to become invisible, warning friends/allies of danger, motor-mimicry (wincing at someone else's pain). Fear of expressing nervousness or interacting in inappropriate ways harms ones interpersonal image and can lead to social anxiety or communication apprehension
- sadness and depression: often involve withdrawal from social contract. Immobilization= staying in bed, moping around the house, skipping school. Solitude= spending time alone, avoiding people. Dependent behavior= waiting for others to help, relying in people. NVB= frowning, sad/sober faces, crying, slouching, monotone voice, reduced smiling less eye contact, response latency. Sad people have. Hard time focusing on other people in a conversation
- shame and embarrassment: feeling inferiority/low self worth, tends to produce avoidance rather than active CMN. Shame is intensified in the presence of others, increased facial touching, absence of smiling. Burying face in ones hands. Embarrassment occurs when a person loses face in front of others. Fake smile / laughter
102
What evidence supports the existence of universal emotions
Between Ekman, Darwin, and others work, there has been increasing large data supporting the idea of 6 universal emotions. The cross cultural studies and evidence in primates
103
What evidence supports the argument that emotions are influenced by culture
People around the world express emotions different. We all start with the same base of universal, pan cultural expressions. We learn rules about how to modify and manage these expressions based on social circumstances (cultural display rules). We learn how to manage our judgments of them (cultural Decoding rules).
