Luister met je ogen! : het non-verbale gedrag bij sociale beïnvloeding

Bontekoe, F. (2008) Luister met je ogen! : het non-verbale gedrag bij sociale beïnvloeding.

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Abstract:The study examined the influence of compliance with and refusal of a request at duping delight or deception distress. Duping delight occurs when someone feels positive emotions such as excitement or pride, associated with the challenge of telling a successful lie. The whole behavioural pattern that arises from the fact that someone is lying and experiencing negative emotions (because he is feeling guilty or afraid of being caught), is referred to as distressed deception. As expected, results show that when an agent received positive feedback on his request, he showed nonverbal cues associated with duping delight. Refused requests induce a pattern of nonverbal behaviour related to deception distress. The effect on duping delight is qualified by a significant interaction between the type of feedback (positive / neutral / negative) and influence technique (Disrupt-Then-Reframe technique vs target-request only control) used in the experiment. In addition, an agent that used the DTR-technique exhibited more patterns of nonverbal cues to deception distress than an agent in the target-request only condition. In conclusion, the results of this study show that emotions mediate the effect of feedback on duping delight
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:05 communication studies
Programme:Psychology MSc (66604)
Link to this item:http://purl.utwente.nl/essays/59332
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