Chapter Summary

This chapter focuses on the nature of nonverbal communication in the process of persuasion. It begins with a discussion of the direct effects model of immediacy, which suggests that, as a default, persuaders are more effective when they demonstrate warmth and friendliness through their nonverbal behaviors. The chapter also examines seven types of nonverbal communication important in the process of persuasion: kinesics, haptics, proxemics, chronemics, artifacts, physical appearance, and paralinguistics. Along the way, various theories and models on nonverbal communication are explored, including expectancy violations theory and communication accommodation theory.

Quiz

1. 

During a tense meeting, Malik hears his boss say, “That’s fine,” but her tight-lipped smile and sharp tone make him realize it isn’t fine at all. This example best illustrates:

That each nonverbal code is an isolated message

That nonverbal codes are easily detected

That each nonverbal code rarely operates alone

That a nonverbal code is rarely reliable

None

2. 

Jordan is interviewing for a new job and wants to make a positive impression on the hiring manager. Which of the following is the best advice?

Jordan should subtly mirror the hiring manager’s nonverbal behavior.

Jordan should avoid making eye contact to appear humble.

Jordan should fidget to seem more energetic.

Jordan should interrupt to show confidence.

None

3. 

A car dealership offers free snacks, cozy seating, and encourages customers to test-drive as many vehicles as they want. Which statement best illustrates this tactic?

By limiting a customer’s time, the dealership aims to increase purchases

Physical comfort and relaxed environments can increase purchasing behavior

By creating scarcity, the dealership aims to increase urgency

Sales depend primarily on the vehicle’s price, not the atmosphere

None

4. 

Suppose two attorneys are presenting their cases in court. While Attorney Vega is addressing the jury, Attorney Ramos is best advised to:

Sigh loudly whenever Vega makes a point

Say no, no, no whenever her opponent speaks.

Maintain a neutral expression

Whisper comments to her client as Vega speaks

Smirk at Vega

None

5. 

The study of proxemics includes all of the following except:

Personal space

Touch

Territoriality

Physical distance

None

6. 

Waving hello, giving a thumbs-up, or flashing the peace sign are examples of which type of nonverbal behavior?

Illustrators

Emblems

Adaptors

Affect displays

None

7. 

A professor who always shows up late to class might unintentionally communicate that their time is more valuable than their students' time. This behavior relates to which area of nonverbal study?

Kinesics

Proxemics

Haptics

Chronemics

None

8. 

During her presentation, Kira maintains steady eye contact with the audience to appear confident and engaged. This behavior falls under the study of:

Haptics

Oculesics

Kinesics

Chronemics

None

9. 

When analyzing how someone's tone, pitch, and speaking speed affect the meaning of their message, a researcher is studying:

Haptics

Kinesics

Paralinguistics

Proxemics

None

10. 

The Direct Effects Model of Immediacy argues that immediacy leads to increased persuasion

True

False

None

11. 

Research shows that people are more persuasive when they are pictured using neutral body positions

True

False

None

12. 

Paralinguistics refers to the study of pitch, rate, volume, and tone of voice

True

False

None

13. 

_ are nonverbal movements with precise verbal meaning.

14. 

For the principle of scarcity to be an effective persuasive strategy, it must succeed in creating _ in the persuadee

15. 

_ is the study of how time is used to communicate.

Time’s up

Essay Questions

1. The text discusses three types of gestures. List and describe each type. How are they different? How does each affect the process of persuasion?
2. When and how does proxemics help someone be more persuasive? As you answer, be sure to include what you know about Nonverbal Expectancy Violations Theory. What does the theory say about when you should and should not invade someone’s personal space?
3. If you were advising someone in retail sales how to use nonverbal cues to his or her advantage, what are two “do’s” and two “don’ts” you would offer in the way of advice? Why?