Real Communication An Introduction

106 Part 1  Basic Communication Processes

TABLE 4.1

THE POWER OF EYE CONTACT

Function of Eye Contact

Influences attitude change

Indicates a degree of arousal

Expresses emotion

Regulates interaction

Indicates power

Forms impressions

Example

Looking at someone to get the person to

trust you or comply with your wishes

Glancing across a crowded room to signal

attraction or interest; looking at a customer

attentively in the interest of receiving posi-

tive evaluations—and sales (Ford, 1999)

Soft eyes of loving looks; frightened eyes

of a startled person; hard eyes of an angry

person

Looking more at a conversational partner

when listening; regulating eye contact to

assume or give up the speaking role

(Wiemann & Knapp, 1999)

Direct, prolonged gaze to convey domi-

nance; avoidance of eye contact to signal

submissiveness (Burgoon & Dunbar, 2006)

Making eye contact with an audience to

communicate confidence and sincerity

Image

Source: Leathers (1986). Adapted with permission.

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