"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, according to the researchers."
Vancouver, Oct 3 - Making eye contact, long considered an effective way of persuasion, might be counterproductive when the listeners already disagree, according to a new study.

The study, published recently in Psychological Science, a journal of the Association for Psychological Science, was the result of collaborations among researchers from Canada, Germany and the US.

There is a lot of cultural lore about the power of eye contact as an influence tool, said University of British Columbia professor Frances Chen, one of the first authors of the study.

But our findings show that direct eye contact makes skeptical listeners less likely to change their minds, not more, as previously believed, Xinhua reported Chen as saying.

With the help of recently developed eye-tracking technology, the researchers investigated the effects of eye contact in situations involving persuasion in a series of experiments.

They found that on various controversial issues, the more participants watched a speaker's eyes, the less persuaded they were by the argument of the person speaking.

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, according to the researchers.

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, said co-author Julia Minson of Harvard' s Kennedy School of Government.


comments powered by Disqus
Read more on:
 BRITISH COLUMBIA (3191 views)
 UNIVERSITY OF BRITISH COLUMBIA (1721 views)
 ASSOCIATION FOR PSYCHOLOGICAL SCIENCE (1561 views)
 PSYCHOLOGICAL SCIENCE (1401 views)
 KENNEDY SCHOOL (976 views)
 JOURNAL OF THE ASSOCIATION FOR PSYCHOLOGICAL SCIENCE (196 views)
 
PERMALINK

http://www.nerve.in/news:2535001339995
You can quote the permanent link above for a direct link to the story. We do not archive or expire our news stories.

STORY OPTIONS
  Email this story to a friend
  XML feed for Americas
 
COPYRIGHTS INFORMATION
All rights reserved for news content. Reproduction, storage or redistribution of Nerve content and articles in any medium is strictly prohibited.
Contact Nerve Staff for any feedback, corrections and omissions in news stories.
 

All rights reserved for the news content. Reproduction, storage or redistribution of Nerve content and articles in any medium is strictly prohibited.