non-verbal communication Flashcards by Emily Turner

Q

Touch

A

Haptics

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Q

Principle of scarcity

A

Stimulation of psychological reactance e.g. limited time offer/ 20% discount today only/ when it’s gone it’s gone/ marketing to people in a hurry Cialdini 1993

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Q

Proxemics

A

Distance/ whats between you/ where you are in relation to eachother

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Q

Forbes and Jackson 1980

A

Kinesics-Mirroring could make you appear as an insincere investigator- although mirroring is a natural reaction sometimes

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Q

Time frame

A

Chronemics

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Q

Chronemics

A

Time frame

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Q

Cialdini 1993

A

Principle of Scarcity- Stimulation of psychological reactance e.g. limited time offer/ 20% discount today only/ when it’s gone it’s gone/ marketing to people in a hurry

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Q

Expectancy violations theory

A

we react positively or negatively when people violate these expectations- Burgoon 1994

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Q

Kinesics-Mirroring could make you appear as an insincere investigator- although mirroring is a natural reaction sometimes

A

Forbes and Jackson 1980

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Q

Briñol and Petty 2003

A

kinesics- head movements- nodding = trusting shaking= doubt

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Q

Proxemics- obstruction (table) gives a feeling of relief and confidence A closer proximity creates a pressure to confess and a feeling that they can’t hide

A

Heslin and Patterson

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Q

Kinesics- eye contact helped for a legitimate (important phone call) request but no eye contact worked for an illegitimate request (sweets)

A

Kleinke 1980

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Q

Expectancy violations theory- we react positively or negatively when people violate these expectations

A

Burgoon 1994

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Q

Eye contact, facial expressions, gestures, body movements, posture

A

Kinesics

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Q

Kleinke 1980

A

Kinesics- eye contact helped for a legitimate (important phone call) request but no eye contact worked for an illegitimate request (sweets)

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Q

Distance/ whats between you/ where you are in relation to eachother

A

Proxemics

Q

Stimulation of psychological reactance e.g. limited time offer/ 20% discount today only/ when it’s gone it’s gone/ marketing to people in a hurry Cialdini 1993

A

Principle of scarcity

Q

-Kinesics -Haptics -Proxemics -Chronemics

A

types of non- verbal communication

Q

Kinesics

A

Eye contact, facial expressions, gestures, body movements, posture

Q

we react positively or negatively when people violate these expectations- Burgoon 1994

A

Expectancy violations theory

Q

kinesics- head movements- nodding = trusting shaking= doubt

A

Briñol and Petty 2003

Q

Haptics-Customers touched by a requester tend to comply more than customers in no-touch conditions

A

Hornick 1992

Q

Burgoon 1994

A

Expectancy violations theory- we react positively or negatively when people violate these expectations

Q

types of non- verbal communication

A

-Kinesics -Haptics -Proxemics -Chronemics

Q

Hornick 1992

A

Haptics-Customers touched by a requester tend to comply more than customers in no-touch conditions

Q

Heslin and Patterson

A

Proxemics- obstruction (table) gives a feeling of relief and confidence A closer proximity creates a pressure to confess and a feeling that they can’t hide

Q

Principle of Scarcity- Stimulation of psychological reactance e.g. limited time offer/ 20% discount today only/ when it’s gone it’s gone/ marketing to people in a hurry

A

Cialdini 1993

Q

kinesics- When interviewer is happy/ uses smiley facial expressions it rubs off on the applicant and makes them more happy/ relaxed

A

Washburn and Hakel 1973

Q

Washburn and Hakel 1973

A

kinesics- When interviewer is happy/ uses smiley facial expressions it rubs off on the applicant and makes them more happy/ relaxed

Q

Haptics

A

Touch