COMM 415 1st Edition Lecture 26 Outline of Last Lecture I. Animal Communication Outline of Current Lecture II. Nonverbal Behavior and Compliance-GainingIII. FindingsIV. Theories Current LectureNONVERBAL BEHVAIOR AND COMPLIANCE GAININGI. IntroductionA. dress for success B. use a firm hand shakeC. look people in the eye D. reach out and touch someone II. Findings on Nonverbal Behaviors and ComplianceA. gaze1. confederates gazed or did not gaze at passing motorists while hitch-hiking 2. the hitch-hikers who gazed ricked significantly more offers for rides than those who did not gaze3. give a dime to a passer by at a phone booth4. take a pamphlet 5. give confederate a nickel for 5 pennies 6. donate money to charity 7. stop and answer interview questions 8. effect of gaze on compliancea) on average the use of gaze increases compliance by about 15%b) 15% more people comely when gazed at vs. when gaze is averted B. touch1. had confederates lightly touch people while asking for a dime to make a phone callThese notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.2. significantly more people offered a dime in the touch vs. no touch condition3. touch was confounded by distance4. 18” in touch condition, 3’ in no touch condition 5. light touch to upper arm6. eliminating the confound for space and touch7. request: sign petition8. ***when you touch people, you get higher compliance rates even when space is held constant ***9. touch+gaze=even more effective10. approach at a shopping mall by a confederate who touched and made wye contact compliance rates were 82-96%11. FORCE: most studies use very light touch 12. BODY REGION: most studies used to touch the upper arm or shoulderC. proxemics1. confederates stepped out of a phone booth and asked for a nickel in exchange for five pennies2. NEAR: request was made when target was eve with the phone booth3. FAR: request was made when target was 4 ft from he phone booth4. COMPLIANCE: 75% near, 44% far D. speech rates1. tape recorded message2. volunteer to watch up to 5 half-hour TV shows3. measures nonverbal decoding skill of subjects4. fast speech rate increased compliance rates, but only for some subjects 5. speech volumea) female confederate approached pedestrians b) bogus postcard technique c) vocal intensity: soft, medium, loud d) compliance highest in medium condition 62%e) low and loud 49% complianceE. clothing 1. confederate directed people passing by on the sidewalk to give a dime to another confederate who was “over parked” at the meter2. NO AUTHORITY: unshaven bum, work shoes, soiled baseball cap, greasy overalls 45% compliance 3. STATUS AUTHORITY: two-piece business suit, white Tshirt, tie, dress shoes 50% compliance4. ROLE AUTHORITY: fireman uniform, badge 82% compliance 5. clothing and toucha) low, medium, and high status clothesb) touch or not touchc) asked to fill out a survey on the streetd) few people complied with the request in the low status dress condition III. Theories of Nonverbal Behavior and Compliance A. demand theory1. certain behaviors produce arousal in other people 2. because we are forced into interpersonal involvement with the actor3. nonverbal behaviors can then function as a “demand” for something 4. the easiest way to rid yourself of the arousal is to comply with the demand B. arousal labeling theory1. nonverbal behaviors can produce arousal in others 2. people make attributions to explain their arousal3. in making these attributions we label our arousal 4. if positive then we comply5. if negative we will not comply C. expectancy theory1. people have expectations for what is appropriate nonverbal behavior from others 2. violations of these expectations will produce arousal3. we label arousal as positive or negative depending upon the reward value of the communicator4. reward value= attractiveness, wealth, attitude,