Navigation Links
Making eye contact doesn't always help your cause
Date:10/1/2013

New research shows that making eye contact, long considered an effective way of bringing someone to your point of view, may actually make people more resistant to persuasion, especially when they already disagree.

"There is a lot of cultural lore about the power of eye contact as an influence tool," says University of British Columbia Prof. Frances Chen, who conducted the research at the University of Freiburg in Germany. "But our findings show that direct eye contact makes skeptical listeners less likely to change their minds, not more, as previously believed."

Chen and colleagues took advantage of recently developed eye-tracking technology to investigate the effects of eye contact in situations involving persuasion. The findings are published in Psychological Science, a journal of the Association for Psychological Science.

A series of experiments found that the more participants watched a speaker's eyes, the less persuaded they were by the argument of the person speaking that is, participants' attitudes on various controversial issues shifted less as they watched the speaker's eyes.

Spending more time looking at someone's eyes as they spoke was only associated with greater receptiveness among participants who already agreed with the speaker on that issue. In one experiment, participants were more likely to find speakers convincing when they focused on their mouths rather than their eyes.

According to the authors, the findings highlight that eye contact can signal very different kinds of messages depending on the situation. While eye contact may be a sign of connection or trust in friendly situations, it plays an important role in the competitive or hostile encounters in primates and other mammal species.

BACKGROUND

The researchers plan to explore whether eye contact may be associated with certain patterns of brain activity, the release of stress hormones, and increases in heart rate during persuasion attempts.

Study authors are Frances Chen (UBC Dept. of Psychology), Julia Minson (Harvard University), and Maren Schne and Markus Heinrichs (University of Freiburg).

"Whether you're a politician or a parent, it might be helpful to remember that trying to maintain eye contact may backfire if you're trying to convince someone who has a different set of beliefs than you," says co-author Julia Minson of Harvard's Kennedy School of Government.


'/>"/>

Contact: Basil Waugh
basil.waugh@ubc.ca
604-822-2048
University of British Columbia
Source:Eurekalert

Related biology news :

1. Making a common cosmetic and sunblock ingredient safer
2. Scientists discover cosmic factory for making building blocks of life
3. New cell component important to tea and wine-making
4. Not the end of the world: Why Earths greatest mass extinction was the making of modern mammals
5. Making the brain take notice of faces in autism
6. Geoscientists unearth mineral-making secrets potentially useful for new technologies
7. New study reveals important role of insulin in making breast milk
8. New catalyst could cut cost of making hydrogen fuel
9. Making hydrogenation greener
10. Women reject sexually promiscuous peers when making female friends
11. Elevated carbon dioxide making arid regions greener
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:2/4/2016)... 2016 The field of Human Microbiome ... most popular hubs of the biotechnology industry. While ... studies of human microbiota, have garnered a lot ... microbiome space has literally exploded in terms of ... report focuses on biomedical aspects of research, development, ...
(Date:2/3/2016)... India , February 3, 2016 ... the new market research report "Automated Fingerprint Identification System ... Search, Latent Search), Application (Banking & Finance, Government, Healthcare, ... published by MarketsandMarkets, the market is expected to be ... CAGR of 21.0% between 2015 and 2020. The transformation ...
(Date:2/3/2016)... http://www.researchandmarkets.com/research/d8zjcd/emotion_detection ) ... "Emotion Detection and Recognition Market by Technology ... Tools (Facial Expression, Voice Recognition and Others), ... Global forecast to 2020" report to ... ) has announced the addition of the ...
Breaking Biology News(10 mins):
(Date:2/11/2016)... ... 11, 2016 , ... Global Stem Cells Group, ... Global Stem Cells Network (GSCN) to distribute exosome injection and other biological products ... Costa Rica, Dominican Republic, Colombia, Argentina, Nicaragua, Panama, El Salvador, Venezuela, Peru, Ecuador, ...
(Date:2/10/2016)... NX Prenatal Inc., a US based ... for early warning of adverse pregnancy outcomes, announced ... by Dr. Thomas McElrath of Brigham ... Medicine,s (SMFM) annual meeting held in ... The presentation reported initial positive top-line results regarding ...
(Date:2/10/2016)... 2016  Matchbook, Inc., a company specializing in ... companies, announced today the appointment of Jim ... brings nearly 25 years of experience in supply ... nearly two decades in executive level roles as ... Genzyme and, most recently headed global logistics and ...
(Date:2/10/2016)... (PRWEB) , ... February 10, 2016 , ... ... Testing (PROMPT), a research registry built on the secure online PatientCrossroads platform, has ... More than 1,600 participants have joined the PROMPT study, which seeks to advance ...
Breaking Biology Technology: