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:4/3/2017)... 2017  Data captured by IsoCode, IsoPlexis ... a statistically significant association between the potency ... and objective response of cancer patients post-treatment. ... whether cancer patients will respond to CAR-T ... as to improve both pre-infusion potency testing and ...
(Date:3/30/2017)... 30, 2017 Trends, opportunities and forecast in ... by technology (fingerprint, AFIS, iris recognition, facial recognition, hand ... by end use industry (government and law enforcement, commercial ... banking, and others), and by region ( North ... Asia Pacific , and the Rest of ...
(Date:3/27/2017)... ROCKVILLE CENTRE, N.Y. , March 27, 2017 ... by Healthcare Information and Management Systems Society (HIMSS) ... Analytics Outpatient EMR Adoption Model sm . In ... top 12% of U.S. hospitals using an electronic ... recognized CHS for its high level of EMR ...
Breaking Biology News(10 mins):
(Date:8/23/2017)... ... , ... Having proven that its Disruptor™ technology is more ... Green Cell Technologies® (GCT®), has turned its attention to the lucrative fruit ... methods, ushering in a new era of modern, cost effective and more natural ...
(Date:8/22/2017)... ... 22, 2017 , ... Cutting Edge Spine , a ... spinal implant technologies, announced today the appointment of Luke Maher as Director U.S. ... experience to directing Cutting Edge Spine’s national sales force, including 12+ years at ...
(Date:8/21/2017)... Kamuela/Waimea (PRWEB) , ... August 21, 2017 , ... ... based on the Big Island of Hawaii, is pleased to announce the first ... Trudeau, R(S) of MacArthur Sotheby’s International Realty is working together with listing agent ...
(Date:8/21/2017)... , ... August 21, 2017 , ... ... two speakers for this two-part educational webinar, in which attendees will learn about ... associated protein factor composition. Along with an overview of the development and validation ...
Breaking Biology Technology: