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:3/31/2016)... 31, 2016   ... the "Company") LegacyXChange is excited to release ... soon to be launched online site for trading 100% ... ) will also provide potential shareholders a sense of ... to an industry that is notorious for fraud. The ...
(Date:3/29/2016)... 29, 2016 LegacyXChange, Inc. (OTC: ... and SelectaDNA/CSI Protect are pleased to announce our successful ... a variety of writing instruments, ensuring athletes signatures against ... collectibles from athletes on LegacyXChange will be assured of ... DNA. Bill Bollander , CEO states, ...
(Date:3/22/2016)... March 22, 2016 ... Sensors Market for Consumer Industry by Type (Image, ... Application (Communication & IT, Entertainment, Home Appliances, ... Forecast to 2022", published by MarketsandMarkets, the ... to reach USD 26.76 Billion by 2022, ...
Breaking Biology News(10 mins):
(Date:6/23/2016)... June 23, 2016 Houston Methodist Willowbrook ... Cy-Fair Sports Association to serve as their official ... Houston Methodist Willowbrook will provide sponsorship support, athletic ... with association coaches, volunteers, athletes and families. ... Cy-Fair Sports Association and to bring Houston Methodist ...
(Date:6/23/2016)... YORK , June, 23, 2016  The Biodesign ... to envision new ways to harness living systems and ... Modern Art (MoMA) in New York City ... than 130 participating students, showcased projects at MoMA,s Celeste ... Paola Antonelli , MoMA,s senior curator of architecture ...
(Date:6/23/2016)... ... June 23, 2016 , ... STACS DNA Inc., the sample tracking software ... State Crime Laboratory, has joined STACS DNA as a Field Application Specialist. , ... Tremblay, President and COO of STACS DNA. “In further expanding our capacity as a ...
(Date:6/23/2016)...  Blueprint Bio, a company dedicated to identifying, protecting ... has closed its Series A funding round, according to ... "We have received a commitment from Forentis Fund that ... meet our current goals," stated Matthew Nunez . ... complete validation on the current projects in our pipeline, ...
Breaking Biology Technology: