Table :

TABLE 4.1 THE POWER OF EYE CONTACT

Source: Leathers (1986). Adapted with permission.

Function of Eye ContactImageExample
Influences attitude changeimage

Looking at someone to get the person to trust you or comply with your wishes

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Indicates a degree of arousalimage

Glancing across a crowded room to signal attraction or interest; looking at a customer attentively in the interest of receiving positive evaluations—and sales (Ford, 1999)

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Expresses emotionimage

Soft eyes of loving looks; frightened eyes of a startled person; hard eyes of an angry person

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Regulates interactionimage

Looking more at a conversational partner when listening; regulating eye contact to assume or give up the speaking role (Wiemann & Knapp, 1999)

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Indicates powerimage

Direct, prolonged gaze to convey dominance; avoidance of eye contact to signal submissiveness (Burgoon & Dunbar, 2006)

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Forms impressionsimage

Making eye contact with an audience to communicate confidence and sincerity

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