Social influence, power, and multimodal communication / Isabella Poggi, Francesca D'Errico.

Format:

Book

Author/Creator:

Poggi, Isabella, 1952- author.

D'Errico, Francesca, author.

Language:

English

Subjects (All):

Nonverbal communication.

Physical Description:

1 online resource (291 pages)

Place of Publication:

Abingdon, Oxon, England ; New York, New York : Routledge, [2023]

Summary:

Social Influence, Power, and Multimodal Communication reveals how democratic leaders and dictators exploit multimodal communication to convince or seduce their audiences, using words, voice, gesture, face, gaze, and posture to boast about their merits or insult and ridicule rivals. Poggi and D'Errico explore questions such as what is charisma, and how do we perceive it in a leader? And how do politicians display their dominance over opponents, or discredit them in TV debates and social media? Starting from a sociocognitive model of social interaction, observational studies reveal the rhetoric of words, hands, and faces, explaining how to see beyond their literal meanings, while experimental studies test their uses and persuasive effects. The authors affirm that multimodality helps others to influence us through displays of dominance, and by undermining our power through comments, insults, irony, ridicule, and parody. The devices of social influence and its multimodal management are illuminated, giving readers insight into how people influence others' lives by using body language and verbal communication, either explicitly or in subtle but inexorable ways. This fascinating textis a superb resource for students of psychology, communication, pragmatics, and political sciences, as well as for school teachers, politicians, spin doctors, active citizenship workers, and anyone seeking to understand how communicative power is managed, both in politics and everyday social contexts.

Contents:

Intro

Half Title

Title Page

Copyright Page

Contents

Introduction

I.1 Social influence and communication

I.2 Multimodal communication in debates

Acknowledgments

1. A sociocognitive model of mind, social interaction, emotion, and communication

1.1 Goals, actions, and beliefs

1.2 The choice

1.3 Action, knowledge, and the world

1.4 Power

1.5 Social relations and social interactions

1.6 Evaluation

1.7 Image and self-image

1.8 Competition and hierarchy

1.9 Emotions

1.10 Communication

1.10.1 The communicative act

1.10.2 Indirect communication

1.10.3 From sentence to discourse, through words or body signals

1.10.4 Multimodality

1.10.5 Deception

1.11 Social influence

1.11.1 Ways to influence

1.11.2 Direct influence and goal hooking

1.11.3 Communicative and noncommunicative influence

1.11.4 Influence and emotions

2. Social influence and persuasion

2.1 Influencing others

2.1.1 Goal generation

2.1.2 Goal activation

2.1.3 Goal choice: The importance of value

2.2 How to have others do what you want?

2.2.1 Direct influence

2.2.2 Goal hooking

2.2.2.1 Cognitive hooking

2.2.2.2 Emotional hooking

2.3 Communicative and noncommunicative influence

2.4 Types of communicative influence: To comply vs. to be convinced

2.4.1 Inducement

2.4.1.1 Coercion: The power of threat

2.4.1.2 Allurement: The power of promise

2.4.2 Convincing: Influence through free choice

2.4.3 Certainty and influence

2.5 Persuasion as communicative noncoercive influence

2.6 The routes to persuasion

2.6.1 Goal hooking and evaluation

2.6.2 The force of conviction

2.7 Logos, ethos, pathos

3. Persuasive discourse

3.1 Persuasion as a hierarchy of goals

3.2 A pre-election interview.

3.3 A case of speaker-oriented persuasive dialogue: The pharmaceutical counselor

3.4 The health operator and the patient: A case of altruistic persuasive dialogue

4. Persuasive gesture and persuasive gaze

4.1 Persuasive gestures

4.2 Gestures and persuasive discourse

4.3 Looking for persuasive gestures

4.4 Gestures in political persuasion: A research study

4.5 Gestures with a persuasive import

4.6 Persuasive gesture and persuasive expressivity

4.7 Persuasive hands in political discourse

4.8 Persuasive gaze

4.9 Conclusion

5. Dominance and its signals

5.1 Dominance

5.2 Signals of dominance

5.3 A definition of dominance in terms of goals and beliefs

5.4 Dominance signals in debates

5.4.1 Hypothesis

5.4.2 Method

5.4.3 Results: Dominance strategies

5.4.3.1 Aggressiveness

5.4.3.1.1 Imperiousness

5.4.3.1.2 Judgment

5.4.3.1.3 Invasion

5.4.3.1.4 Norm violation

5.4.3.2 Defiance

5.4.3.3 Touchiness

5.4.3.4 Victimhood

5.4.3.5 Haughtiness

5.4.3.6 Ridicule and irony

5.4.3.7 Easiness

5.4.3.8 Carelessness

5.4.3.9 Assertiveness and calm strength

5.5 Conclusion

6. Charisma: The gift of influence

6.1 Power and influence, leadership, and charisma

6.2 What is charisma?

6.3 A definition of charisma

6.4 The external features of charisma

6.5 The internal features of charisma: A multidimensional account

6.6 The adjectives of charisma

6.7 Measuring the perception of charisma

6.8 Charisma in voice

6.9 Different types of charisma

6.10 Conclusion

7. Benito Mussolini: Charisma of a Italian dictator in his words and multimodal communication

7.1 Mussolini's speeches: A quantitative analysis

7.2 A qualitative analysis of Mussolini's speeches

7.2.1 Mussolini's words

7.2.2 Mussolini's speech acts

7.2.2.1 Incitements.

7.2.2.2 Orders and requests for commitment

7.2.2.3 Rhetorical questions

7.2.2.4 Threats

7.2.2.5 Discrediting acts

7.2.2.6 Expressions of affect

7.2.2.7 Expressions of empathy

7.2.2.8 Praise

7.2.3 Creativity in language

7.3 Charisma in Mussolini's body

7.4 Multimodal charismatic communication

7.5 The features of charisma in Mussolini's body communication

7.5.1 Gesture

7.5.2 Voice

7.5.3 Body

7.6 The charisma of an Italian dictator: Internal features and multimodal external manifestations

7.7 Annotating multimodal charisma

7.7.1 An annotation scheme of multimodal charisma

7.7.2 The features of charisma

7.7.3 The types of charisma of Mussolini's multimodal communication

7.8 Conclusion

Note

8. How to increase one's power by decreasing the other's? The force of discredit

8.1 Momus, the god of backbiting

8.2 The importance of image in persuasion

8.3 Attacking the other's image

8.4 Casting discredit

8.5 Discrediting moves in debates: An observational qualitative study

8.5.1 Corpus and analysis

8.5.2 Results: Types of discrediting moves

8.5.3 The route: Person, topic, and mode

8.5.3.1 Person

8.5.3.2 Topic

8.5.3.3 Mode

8.5.4 The target features of discredit: Flaws in competence, dominance, and benevolence

8.5.4.1 Competence - Ignorant

8.5.4.2 Competence - Stupid

8.5.4.3 Dominance - Helplessness

8.5.4.4 Dominance - Ridiculous

8.5.4.5 Dominance - Inconsequential

8.5.4.6 Benevolence - Immoral

8.5.4.7 Benevolence - Dishonest

8.5.4.8 Benevolence - Cheater

8.6 Effects of verbal and bodily discrediting moves: An experimental study

8.6.1 Hypotheses and research questions

8.6.2 Experimental design and procedure

8.6.3 Results

8.6.4 Discussion and conclusion

Note.

9. Subtle ways to discredit in debates: Comments by words, face, and body

9.1 The third listener

9.2 Comments in discourse studies

9.3 A definition of "comment

9.3.1 An informative communicative act

9.3.1.1 Interpretative comment

9.3.1.2 Evaluative comment

9.3.2 Additional but pertinent information

9.3.2.1 Additional

9.3.2.2 Pertinent

9.4 Body comments in political talk shows

9.4.1 Reciprocal perception and communication in political talk shows

9.4.2 Interactional roles in TV broadcasted debates

9.4.3 How to recognize a comment?

9.5 Multimodal comments in political talk shows

9.5.1 Method

9.5.2 Results

9.5.2.1 Comments vs. noncomments

9.5.2.2 Verbal direct and indirect comments

9.5.2.3 Direct and indirect body comments

9.6 Conclusion

10. Attacking the opponent's image: Insult as a weapon for political discredit

10.1 Insult and other forms of aggressive communication

10.1.1 Curse

10.1.2 Imprecation

10.1.3 Bad words

10.2 Insults

10.2.1 The intention of offending

10.2.2 A negative property and a degrading category

10.2.3 Spoiling the target's image and self-image

10.2.4 Bad words, imprecation, curse, and insult

10.3 Verbal and bodily, direct and indirect insults

10.3.1 Verbal direct insults

10.3.1.1 Semantic aspects of insults

10.3.1.2 Syntactic aspects of insults

10.3.2 Direct vs. indirect verbal insults

10.3.3 Bodily direct and indirect insults

10.3.4 A serial of insults

10.4 Aggressive communication on the web

10.5 Conclusion

Notes

11. A laughter will bury you: Ridicule as a discrediting move

11.1 Laughter

11.2 Humor

11.3 Ridicule

11.4 Ridicule in political debates

11.4.1 Corpus and analysis

11.4.2 Results: The targets of ridicule

11.4.2.1 Benevolence

11.4.2.2 Competence

11.4.2.3 Dominance.

11.4.3 How to make fun of the opponent?

11.4.3.1 Laughter + words

11.4.3.2 Laughter only

11.4.3.3 Smile + words

11.4.3.4 Smile only

11.4.3.5 No smile nor laughter

11.4.3.6 Tongue in cheek

11.4.3.7 Lick lips

11.4.3.8 Look around

11.4.3.9 Irony

11.4.3.10 Imitation and parody

12. Irony and ridicule in a judicial debate

12.1 Irony

12.1.1 Irony as a rhetorical figure

12.1.2 The irony alert

12.2 Persuasion in judicial debates

12.3 Influence and power in the "Clean Hands" trial

12.4 Irony in the "Clean Hands" trial

12.5 Ridicule in the "Clean Hands" trial

12.6 Truth and power, irony and ridicule

12.7 Conclusion

13. Parody as a political weapon

13.1 Works on parody

13.2 A sociocognitive model of parody

13.3 Imitation and allusion

13.4 The elements of parody

13.5 The parody of a politician: A qualitative analysis

13.5.1 Allusions and parody in Alemanno's costume and in the background scene

13.5.2 Allusions and ridicule in Alemanno's words

13.6 "Surface" vs. "deep" parody

13.7 Cognitive processes in the production of parody

13.7.1 Devising the target's humorous features

13.7.2 Communicating the target's humorous features

13.7.2.1 Target identification

13.7.2.2 Event

13.7.2.3 Flaw

13.7.2.4 Re-categorization

13.7.2.5 Stereotypes

13.7.2.6 Prototypes

13.7.2.7 Humor

13.8 Political parodies: A qualitative analysis

13.9 Multimodality of parody

13.9.1 Scene background

13.9.2 Suit and make up

13.9.3 Morphological traits

13.9.4 Head and face

13.9.5 Gesture, posture, and body movement

13.9.6 Voice

13.9.7 Conversational behavior

13.9.8 Words, sentences, and discourses

13.9.9 Names and puns

13.10 Stereotypes in parody

13.10.1 Sexist stereotypes

13.10.2 Social stereotypes.

13.10.3 Cultural stereotypes.

Notes:

Includes bibliographical references and index.

Description based on print version record.

ISBN:

1-00-302927-2

1-003-02927-2

1-000-78753-2

1-000-78755-9

9781003029274

OCLC:

1350551936