| Table 5.1 The Power of Eye Contact | |
| Function of Eye Contact | Example |
| Influences attitude change | Looking at someone to get the person to trust you or comply with your wishes |
| Indicates a degree of arousal | 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) |
| Expresses emotion | Soft eyes of loving looks; frightened eyes of a startled person; hard eyes of an angry person |
| Regulates interaction | Looking more at a conversational partner when listening; regulating eye contact to assume or give up the speaking role (Wiemann & Knapp, 1999) |
| Indicates power | Direct, prolonged gaze to convey dominance; avoidance of eye contact to signal submissiveness |
| Forms impressions | Making eye contact with an audience to communicate confidence and sincerity |
Source: Leathers (1986). Adapted with permission.