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:5/24/2016)... 24, 2016 Ampronix facilitates superior patient care by providing unparalleled technology to ... display is the latest premium product recently added to the range of products distributed ... ... ... Imaging- LCD Medical Display- Ampronix News ...
(Date:5/12/2016)... -- WearablesResearch.com , a brand of Troubadour Research ... the Q1 wave of its quarterly wearables survey. A ... to a program where they would receive discounts for ... "We were surprised to see that so ... , CEO of Troubadour Research, "primarily because there are ...
(Date:4/28/2016)... BANGALORE, India , April 28, 2016 /PRNewswire/ ... product subsidiary of Infosys (NYSE: INFY ), and ... global partnership that will provide end customers with ... banking and payment services.      (Logo: http://photos.prnewswire.com/prnh/20130122/589162 ... area for financial services, but it also plays a fundamental ...
Breaking Biology News(10 mins):
(Date:6/27/2016)... 27, 2016  Liquid Biotech USA ... of a Sponsored Research Agreement with The University ... (CTCs) from cancer patients.  The funding will be ... correlate with clinical outcomes in cancer patients undergoing ... then be employed to support the design of ...
(Date:6/24/2016)... ... June 24, 2016 , ... While the majority of ... the Cary 5000 and the 6000i models are higher end machines that use the ... of the spectrophotometer’s light beam from the bottom of the cuvette holder. , ...
(Date:6/23/2016)...   Boston Biomedical , an industry leader ... target cancer stemness pathways, announced that its lead ... Designation from the U.S. Food and Drug Administration ... gastroesophageal junction (GEJ) cancer. Napabucasin is an orally ... stemness pathways by targeting STAT3, and is currently ...
(Date:6/23/2016)... ... 23, 2016 , ... Charm Sciences, Inc. is pleased to ... AOAC Research Institute approval 061601. , “This is another AOAC-RI approval of the ... Vice President of Regulatory and Industrial Affairs. “The Peel Plate methods perform comparably ...
Breaking Biology Technology: