{"id":77,"date":"2026-02-23T10:36:42","date_gmt":"2026-02-23T10:36:42","guid":{"rendered":"http:\/\/localhost\/persuasion\/?post_type=content&#038;p=77"},"modified":"2026-02-23T11:22:26","modified_gmt":"2026-02-23T11:22:26","slug":"chapter-8-nonverbal-influence","status":"publish","type":"content","link":"https:\/\/routledgelearning.com\/persuasion\/chapter-resources\/chapter-8-nonverbal-influence\/","title":{"rendered":"Chapter 8: Nonverbal Influence"},"content":{"rendered":"\n<div class=\"wp-block-group has-base-color has-text-color has-background has-link-color wp-elements-db4cc665d5c3c1876ba95ab5b044aa55 has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"background-color:#0072b4;padding-top:var(--wp--preset--spacing--60);padding-bottom:var(--wp--preset--spacing--60)\">\n<div class=\"wp-block-group alignwide is-vertical is-content-justification-center is-nowrap is-layout-flex wp-container-core-group-is-layout-857ef822 wp-block-group-is-layout-flex\"><div class=\"aioseo-breadcrumbs\"><span class=\"aioseo-breadcrumb\">\n\tHome\n<\/span><\/div>\n\n<h2 style=\"font-style:normal;font-weight:600;\" class=\"alignwide wp-block-post-title has-large-font-size\">Chapter 8: Nonverbal Influence<\/h2><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--40);padding-bottom:var(--wp--preset--spacing--40)\">\n<div class=\"wp-block-group alignwide is-layout-flow wp-block-group-is-layout-flow\">\n<div class=\"wp-block-columns is-layout-flex wp-container-core-columns-is-layout-28f84493 wp-block-columns-is-layout-flex\">\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\">\n<h2 class=\"wp-block-heading\" id=\"aioseo-chapter-summary-9\" style=\"border-top-left-radius:8px;border-top-right-radius:8px;border-bottom-left-radius:8px;border-bottom-right-radius:8px\">Chapter Summary<\/h2>\n\n\n\n<p>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. 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action=\"\/persuasion\/wp-json\/wp\/v2\/content\/77\/\" method=\"POST\" class=\"qsm-quiz-form qmn_quiz_form mlw_quiz_form\" novalidate enctype=\"multipart\/form-data\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_hidden_questions\" id=\"qsm_hidden_questions\" value=\"\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_nonce\" id=\"qsm_nonce_8\" value=\"639c7d000f\">\n\t\t\t\t<input type=\"hidden\" name=\"qsm_unique_key\" id=\"qsm_unique_key_8\" value=\"69cf10c0b4684\">\n\t\t\t\t<div id=\"mlw_error_message\" class=\"qsm-error-message qmn_error_message_section\"><\/div>\n\t\t\t\t<span id=\"mlw_top_of_quiz\"><\/span>\n\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-1\" data-apid=\"1\" data-qpid=\"1\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-117 slide0 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>1.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>During a tense meeting, Malik hears his boss say, \u201cThat\u2019s fine,\u201d but her tight-lipped smile and sharp tone make him realize it isn\u2019t fine at all. This example best illustrates: <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question117-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question117\" id=\"question117_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question117_1\">\n\t\t\t\t\tThat each nonverbal code is an isolated message\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question117-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question117\" id=\"question117_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question117_2\">\n\t\t\t\t\tThat nonverbal codes are easily detected\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question117-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question117\" id=\"question117_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question117_3\">\n\t\t\t\t\tThat each nonverbal code rarely operates alone\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question117-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question117\" id=\"question117_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question117_4\">\n\t\t\t\t\tThat a nonverbal code is rarely reliable\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question117_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question117\" id=\"question117_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_117\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-2\" data-apid=\"2\" data-qpid=\"2\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-118 slide1 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>2.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>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? <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question118-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question118\" id=\"question118_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question118_1\">\n\t\t\t\t\tJordan should subtly mirror the hiring manager's nonverbal behavior.\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question118-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question118\" id=\"question118_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question118_2\">\n\t\t\t\t\tJordan should avoid making eye contact to appear humble.\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question118-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question118\" id=\"question118_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question118_3\">\n\t\t\t\t\tJordan should fidget to seem more energetic.\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question118-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question118\" id=\"question118_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question118_4\">\n\t\t\t\t\tJordan should interrupt to show confidence.\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question118_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question118\" id=\"question118_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_118\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-3\" data-apid=\"3\" data-qpid=\"3\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-119 slide2 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>3.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>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? <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question119-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question119\" id=\"question119_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question119_1\">\n\t\t\t\t\tBy limiting a customer's time, the dealership aims to increase purchases\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question119-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question119\" id=\"question119_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question119_2\">\n\t\t\t\t\tPhysical comfort and relaxed environments can increase purchasing behavior\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question119-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question119\" id=\"question119_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question119_3\">\n\t\t\t\t\tBy creating scarcity, the dealership aims to increase urgency\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question119-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question119\" id=\"question119_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question119_4\">\n\t\t\t\t\tSales depend primarily on the vehicle's price, not the atmosphere\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question119_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question119\" id=\"question119_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_119\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-4\" data-apid=\"4\" data-qpid=\"4\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-120 slide3 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>4.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Suppose two attorneys are presenting their cases in court. While Attorney Vega is addressing the jury, Attorney Ramos is best advised to: <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question120-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question120\" id=\"question120_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question120_1\">\n\t\t\t\t\tSigh loudly whenever Vega makes a point\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question120-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question120\" id=\"question120_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question120_2\">\n\t\t\t\t\tSay no, no, no whenever her opponent speaks.\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question120-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question120\" id=\"question120_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question120_3\">\n\t\t\t\t\tMaintain a neutral expression\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question120-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question120\" id=\"question120_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question120_4\">\n\t\t\t\t\tWhisper comments to her client as Vega speaks\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question120-5 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question120\" id=\"question120_5\" value=\"4\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question120_5\">\n\t\t\t\t\tSmirk at Vega\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question120_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question120\" id=\"question120_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_120\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-5\" data-apid=\"5\" data-qpid=\"5\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-121 slide4 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>5.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>The study of proxemics includes all of the following except: <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question121-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question121\" id=\"question121_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question121_1\">\n\t\t\t\t\tPersonal space\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question121-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question121\" id=\"question121_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question121_2\">\n\t\t\t\t\tTouch\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question121-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question121\" id=\"question121_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question121_3\">\n\t\t\t\t\tTerritoriality\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question121-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question121\" id=\"question121_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question121_4\">\n\t\t\t\t\tPhysical distance\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question121_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question121\" id=\"question121_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_121\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-6\" data-apid=\"6\" data-qpid=\"6\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-122 slide5 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>6.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Waving hello, giving a thumbs-up, or flashing the peace sign are examples of which type of nonverbal behavior? <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question122-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question122\" id=\"question122_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question122_1\">\n\t\t\t\t\tIllustrators\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question122-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question122\" id=\"question122_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question122_2\">\n\t\t\t\t\tEmblems\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question122-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question122\" id=\"question122_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question122_3\">\n\t\t\t\t\tAdaptors\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question122-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question122\" id=\"question122_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question122_4\">\n\t\t\t\t\tAffect displays\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question122_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question122\" id=\"question122_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_122\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-7\" data-apid=\"7\" data-qpid=\"7\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-123 slide6 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>7.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>A professor who always shows up late to class might unintentionally communicate that their time is more valuable than their students&#039; time. This behavior relates to which area of nonverbal study? <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question123-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question123\" id=\"question123_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question123_1\">\n\t\t\t\t\tKinesics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question123-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question123\" id=\"question123_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question123_2\">\n\t\t\t\t\tProxemics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question123-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question123\" id=\"question123_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question123_3\">\n\t\t\t\t\tHaptics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question123-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question123\" id=\"question123_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question123_4\">\n\t\t\t\t\tChronemics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question123_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question123\" id=\"question123_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_123\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-8\" data-apid=\"8\" data-qpid=\"8\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-124 slide7 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>8.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>During her presentation, Kira maintains steady eye contact with the audience to appear confident and engaged. This behavior falls under the study of: <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question124-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question124\" id=\"question124_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question124_1\">\n\t\t\t\t\tHaptics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question124-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question124\" id=\"question124_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question124_2\">\n\t\t\t\t\tOculesics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question124-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question124\" id=\"question124_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question124_3\">\n\t\t\t\t\tKinesics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question124-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question124\" id=\"question124_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question124_4\">\n\t\t\t\t\tChronemics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question124_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question124\" id=\"question124_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_124\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-9\" data-apid=\"9\" data-qpid=\"9\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-125 slide8 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>9.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>When analyzing how someone&#039;s tone, pitch, and speaking speed affect the meaning of their message, a researcher is studying: <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question125-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question125\" id=\"question125_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question125_1\">\n\t\t\t\t\tHaptics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question125-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question125\" id=\"question125_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question125_2\">\n\t\t\t\t\tKinesics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question125-3 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question125\" id=\"question125_3\" value=\"2\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question125_3\">\n\t\t\t\t\tParalinguistics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question125-4 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question125\" id=\"question125_4\" value=\"3\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question125_4\">\n\t\t\t\t\tProxemics\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question125_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question125\" id=\"question125_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_125\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-10\" data-apid=\"10\" data-qpid=\"10\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-126 slide9 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>10.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>The Direct Effects Model of Immediacy argues that immediacy leads to increased persuasion <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question126-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question126\" id=\"question126_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question126_1\">\n\t\t\t\t\tTrue\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question126-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question126\" id=\"question126_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question126_2\">\n\t\t\t\t\tFalse\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question126_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question126\" id=\"question126_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_126\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-11\" data-apid=\"11\" data-qpid=\"11\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-127 slide10 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>11.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Research shows that people are more persuasive when they are pictured using neutral body positions <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question127-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question127\" id=\"question127_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question127_1\">\n\t\t\t\t\tTrue\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question127-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question127\" id=\"question127_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question127_2\">\n\t\t\t\t\tFalse\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question127_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question127\" id=\"question127_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_127\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-12\" data-apid=\"12\" data-qpid=\"12\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-0  question-section-id-128 slide11 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>12.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'>Paralinguistics refers to the study of pitch, rate, volume, and tone of voice <\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<fieldset>\n\t\t<legend><\/legend>\n\t<div class='qmn_radio_answers mlwRequiredRadio'>\n\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question128-1 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question128\" id=\"question128_1\" value=\"0\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question128_1\">\n\t\t\t\t\tTrue\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<div class=\"qmn_mc_answer_wrap  mrq_checkbox_class\" id=\"question128-2 \">\n\t\t\t\t\t\t\t\t\t\t\t<input type='radio' class='qmn_quiz_radio qmn-multiple-choice-input ' name=\"question128\" id=\"question128_2\" value=\"1\" \/>\n\t\t\t\t\t<label class=\"qsm-input-label\" for=\"question128_2\">\n\t\t\t\t\tFalse\t\t\t\t\t<\/label>\n\t\t\t\t\t \t\t\t\t<\/div>\n\t\t\t\t\t \t\t\t<label style=\"display: none !important;\" for=\"question128_none\">None<\/label>\n\t\t\t<input type=\"radio\" style=\"display: none;\" name=\"question128\" id=\"question128_none\" checked=\"checked\" value=\"\" \/>\n\t\t\t\t<\/div>\n\t<\/fieldset>\n\t<input type=\"hidden\" name=\"answer_limit_keys_128\" value=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-13\" data-apid=\"13\" data-qpid=\"13\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-3  question-section-id-129 slide12 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>13.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'><label class=\"qsm-question-title-label\" for=\"question129\">_ are nonverbal movements with precise verbal meaning. <\/label><\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<input  type=\"text\" class=\"mlw_answer_open_text mlwRequiredText\" id=\"question129\" name=\"question129\"   Placeholder=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-14\" data-apid=\"14\" data-qpid=\"14\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-3  question-section-id-130 slide13 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>14.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'><label class=\"qsm-question-title-label\" for=\"question130\">For the principle of scarcity to be an effective persuasive strategy, it must succeed in creating _ in the persuadee <\/label><\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<input  type=\"text\" class=\"mlw_answer_open_text mlwRequiredText\" id=\"question130\" name=\"question130\"   Placeholder=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t\t\t\t<div class=\"qsm-auto-page-row qsm-question-page qsm-apc-15\" data-apid=\"15\" data-qpid=\"15\" style=\"display: none;\">\n\t\t\t\t\t\t\t\t<div class=\"quiz_section qsm-question-wrapper question-type-3  question-section-id-131 slide14 \">\n\t\t\t\t\t\t\t\t\t\t<span class='mlw_qmn_question_number'>15.&nbsp;<\/span>\n\t\t\t\t\t\t\t\t<div class='mlw_qmn_new_question'><label class=\"qsm-question-title-label\" for=\"question131\">_ is the study of how time is used to communicate. <\/label><\/div>\n\t\t\t<div class='mlw_qmn_question  qsm_remove_bold' >\n\t\t<p><\/p>\n\t<\/div>\n\t\t<input  type=\"text\" class=\"mlw_answer_open_text mlwRequiredText\" id=\"question131\" name=\"question131\"   Placeholder=\"\" \/>\n\t\t\t\t<\/div><!-- .quiz_section -->\n\t\t\t\t\t\t\t\t<\/div><!-- .qsm-auto-page-row -->\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"qmn_question_list\" value=\"117Q118Q119Q120Q121Q122Q123Q124Q125Q126Q127Q128Q129Q130Q131Q\" \/>\n\t\t\t\t\t<div class=\"qsm-auto-page-row quiz_section quiz_end empty_quiz_end qsm-d-none\" >\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div id=\"mlw_error_message_bottom\" class=\"qsm-error-message qmn_error_message_section\"><\/div>\n\t\t\t\t\t<input type=\"hidden\" name=\"qmn_all_questions_count\" id=\"qmn_all_questions_count\" value=\"15\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"total_questions\" id=\"total_questions\" value=\"15\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"timer\" id=\"timer\" value=\"0\" \/>\n\t\t\t\t\t<input type=\"hidden\" name=\"timer_ms\" id=\"timer_ms\" value=\"0\"\/>\n\t\t\t\t\t<input type=\"hidden\" class=\"qmn_quiz_id\" name=\"qmn_quiz_id\" id=\"qmn_quiz_id\" value=\"8\" \/>\n\t\t\t\t\t<input type='hidden' name='complete_quiz' value='confirmation' \/>\n\t\t\t\t\t\t\t\t\t<\/form>\n\t\t\t\t\t\t<\/div>\n\t\t<div style=\"display: none;\" class=\"qsm-popup qsm-popup-slide\" id=\"modal-4\" aria-hidden=\"false\"><div class=\"qsm-popup__overlay\" tabindex=\"-1\" data-micromodal-close=\"\"><div class=\"qsm-popup__container qmn_quiz_container\" role=\"dialog\" aria-modal=\"true\"><div class=\"qsm-popup__content\"><img decoding=\"async\" src=\"https:\/\/routledgelearning.com\/persuasion\/wp-content\/plugins\/quiz-master-next\/assets\/clock.png\" alt=\"clock.png\"\/><p class=\"qsm-time-up-text\"> Time's up<\/p><\/div><footer class=\"qsm-popup__footer\"><button class=\"qsm-popup-secondary-button qmn_btn\" data-micromodal-close=\"\" aria-label=\"Close this dialog window\" onclick=\"location.reload();\">Cancel<\/button><\/footer><\/div><\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"aioseo-essay-questions-25\">Essay Questions<\/h2>\n\n\n\n<ol class=\"wp-block-list\">\n<li>The text discusses three types of gestures. List and describe each type. How are they different? How does each affect the process of persuasion?<\/li>\n\n\n\n<li>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&#8217;s personal space?<\/li>\n\n\n\n<li>If you were advising someone in retail sales how to use nonverbal cues to his or her advantage, what are two \u201cdo\u2019s\u201d and two \u201cdon\u2019ts\u201d you would offer in the way of advice? Why?<\/li>\n<\/ol>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\">\n<div class=\"wp-block-group is-nowrap is-layout-flex wp-container-core-group-is-layout-6c531013 wp-block-group-is-layout-flex wp-container-1 is-position-sticky\"><div class=\"wp-block-aioseo-table-of-contents\"><ul><li><a class=\"aioseo-toc-item\" href=\"#aioseo-chapter-summary-9\">Chapter Summary<\/a><\/li><li><a class=\"aioseo-toc-item\" href=\"#aioseo-quiz-12\">Quiz<\/a><ul><\/ul><\/li><li><a class=\"aioseo-toc-item\" href=\"#aioseo-essay-questions-25\">Essay Questions<\/a><\/li><\/ul><\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>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.<\/p>\n","protected":false},"featured_media":0,"parent":28,"menu_order":0,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-77","content","type-content","status-publish","format-standard","hentry"],"acf":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/content\/77","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/content"}],"about":[{"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/types\/content"}],"version-history":[{"count":2,"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/content\/77\/revisions"}],"predecessor-version":[{"id":106,"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/content\/77\/revisions\/106"}],"up":[{"embeddable":true,"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/content\/28"}],"wp:attachment":[{"href":"https:\/\/routledgelearning.com\/persuasion\/wp-json\/wp\/v2\/media?parent=77"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}