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Persuasion Chap8

TermDefinition
Direct Effects Model of Immediacy There is a simple relationship between nonverbal behavior and social influence. That is, warm, involving, immediate behaviors lead to increased persausion
Proxemics This is how we use space to communicate
Expectancy Violation Theory We all have expectations about how close others should stand. When too far away or too close it causes arousal and we can become distracted
Principle of Scarcity When people believe it, it is going to happen
Chronemics The study of how time is used to communicate
Artifacts The physical objects or things that we wear
Psychological Reactance When an item is viewed as scarce we react causing us to want the item even more
Haptics The persuasiveness of touch
Kinesics Refers to the study of eye contact, facial expressions, gestures, and body movement
Body language The body movements from the neck down that can persuade
Mirroring Building a rapport with others by mimicking their nonverbal cues
Emblems These are nonverbal behaviors, usually hand movements that have precise verbal meaning.
Illustrators These emphasize or repeat what is being said
Created by: wezitar
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