Exerting Power and Influence

A series by the Center for the Management of

Information, University of Arizona

Influence from the history books

• Adolph Hitler

• Jim Jones

• David Koresh

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

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

Assumptions

• Social influence is motivated• Social influence is strategic• Influence partly due to

compresence

Bases of power

• Punishment• Legitimate• Reward• Expertise• Referent

Example

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

Principles of dominance

• Overt symbols of status and authority– Status appearance indicators– Uniforms– Possession of valued

commodities– High-prestige dialect– Formal language– “Powerful” speech

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

Principles of dominance

• Visible symbols• Size• Elevation

– Environmental location– Proxemic seating arrangement– Kinesic posture--standing– Physical appearance--height

Principles of dominance

• Visible symbols• Size• Elevation• Intimidation

– Facial maturity vs neoteny– Physical size– Spatial intrusion– Anger expressions– Kinesic threat stare– Loudness– Silence

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

Principles of dominance

• Visible symbols• Size• Elevation• Intimidation• Dynamism• Access

– Private space, better territories– Better furnishings– Freedom from others’ intrusions– Taking up more space

Principles of dominance

• Visible symbols

• Size• Elevation• Intimidation• Dynamism• Access

• Centrality– Location– Visual dominance

ratio– First-person

pronouns

Principles of dominance

• Visible symbols

• Size• Elevation• Intimidation• Dynamism• Access

• Centrality• Precedence

– Entering spaces– First to sit– Initiating talk

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

Principles of dominance

• Visible symbols• Size• Elevation• Intimidation• Dynamism• Access

• Centrality• Precedence• Relaxation and

poise• Prerogative

– Spatial deviations– Nonreciprocal

touch– Chronemic

deviations

Principles of dominance

• Visible symbols

• Size• Elevation• Intimidation• Dynamism• Access

• Centrality• Precedence• Relaxation and

poise• Prerogative• Unexpectedness

– Expectancy violations•Dress•Space

Principles of dominance

• Visible symbols

• Size• Elevation• Intimidation• Dynamism• Access

• Centrality• Precedence• Relaxation and

poise• Prerogative• Unexpectedness• Interaction

control

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

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?