exerting power and influence a series by the center for the management of information, university of...
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Exerting Power and Influence
A series by the Center for the Management of
Information, University of Arizona
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Influence from the history books
• Adolph Hitler
• Jim Jones
• David Koresh
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Definitions
• Social influence = one person's actions – causing changes in another's
thoughts and behaviors that would not have occurred in the absence of the actor’s behaviors, or
– maintaining the target’s way of thinking and behaving in the face of influence attempts
• Power = potential or capacity to influence
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Definitions
• Dominance– communicative acts by which one
actor’s assertion of influence and control is met with acquiescence from another
– Is overt & behavioral– Includes characteristics of
• Influence•Focus & poise•Conversational control •Panache (dramatism)•Self-assurance
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Assumptions
• Social influence is motivated• Social influence is strategic• Influence partly due to
compresence
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Bases of power
• Punishment• Legitimate• Reward• Expertise• Referent
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Example
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Principles of dominance
• Note that dominance is a continuum from dominant to submissive
• Many dominance indicators convey credibility• Expertise• Dynamism/extroversion• Sociability
• The opposites of these principles connote powerlessness or submissiveness
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Principles of dominance
• Overt symbols of status and authority– Status appearance indicators– Uniforms– Possession of valued
commodities– High-prestige dialect– Formal language– “Powerful” speech
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Principles of dominance
• Visible symbols• Size
– Physical– Posture– Clothing– Vocal features
• Deep pitch• Louder amplitude
– Quantity of language/speech• # of words, verbs, sentences• Duration of talk
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Principles of dominance
• Visible symbols• Size• Elevation
– Environmental location– Proxemic seating arrangement– Kinesic posture--standing– Physical appearance--height
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Principles of dominance
• Visible symbols• Size• Elevation• Intimidation
– Facial maturity vs neoteny– Physical size– Spatial intrusion– Anger expressions– Kinesic threat stare– Loudness– Silence
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Principles of dominance• Visible symbols• Size• Elevation• Intimidation• Dynamism
– Facial animation– More eye contact and longer gazes– More immediacy– Vocal variety
• Tempo• Pitch
– Linguistic expressivity• Activation & imagery• Expressivity index
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Principles of dominance
• Visible symbols• Size• Elevation• Intimidation• Dynamism• Access
– Private space, better territories– Better furnishings– Freedom from others’ intrusions– Taking up more space
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Principles of dominance
• Visible symbols
• Size• Elevation• Intimidation• Dynamism• Access
• Centrality– Location– Visual dominance
ratio– First-person
pronouns
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Principles of dominance
• Visible symbols
• Size• Elevation• Intimidation• Dynamism• Access
• Centrality• Precedence
– Entering spaces– First to sit– Initiating talk
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Principles of dominance• Visible symbols• Size• Elevation• Intimidation• Dynamism• Access
• Centrality• Precedence• Relaxation and
poise– Relaxed &
asymmetric posture– Relaxed voice
Sideways lean & indirect body
– Open arms– Fewer adaptors &
restless movement– More eye contact– More nods– Informal speech
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Principles of dominance
• Visible symbols• Size• Elevation• Intimidation• Dynamism• Access
• Centrality• Precedence• Relaxation and
poise• Prerogative
– Spatial deviations– Nonreciprocal
touch– Chronemic
deviations
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Principles of dominance
• Visible symbols
• Size• Elevation• Intimidation• Dynamism• Access
• Centrality• Precedence• Relaxation and
poise• Prerogative• Unexpectedness
– Expectancy violations•Dress•Space
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Principles of dominance
• Visible symbols
• Size• Elevation• Intimidation• Dynamism• Access
• Centrality• Precedence• Relaxation and
poise• Prerogative• Unexpectedness• Interaction
control
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Principles of dominance
• Expertise indicators– steady and consistent eye contact– smiling and facial pleasantness– head nods– expressive gestures – absence of adaptor gestures– direct body orientation – vocal variety– clear articulation – long talk time– fluent speaking– General American Dialect
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Turning dominance on its head
• What would be indicators of powerlessness or submissiveness?– Linguistic– Kinesic– Vocalic
• Are these universal?• What would rob our interfaces of
credibility?• What features do we need/want in
our AVATAR?