Axis of Influence : How Credibility and Likeability Intersect to Drive Success / Michael Lovas, Pam Holloway.

Format:

Book

Author/Creator:

Lovas, Michael, author.

Holloway, Pam, author.

Language:

English

Subjects (All):

Interpersonal communication.

Interpersonal relations.

Success in business.

Physical Description:

1 online resource (192 pages)

Place of Publication:

Garden City, NY : Morgan James Publishing, [2009]

Summary:

Lovas and Holloway explore those qualities that people find likable and trustworthy and show readers how to systematically improve how others perceive them.

Contents:

Cover

Title

Copyright

Contents

Introduction

Chapter 1: Why Are Credibility &amp

Likeability Important to You?

Chapter 2: The Process: Trust + Likeability + Credibility = Influence

Chapter 3: The Trust Detector

First Impression # 1: Trustworthiness

How Your Face Communicates Trust

How Your Demeanor Communicates Trust

How You Can Help People Trust You

How Similarity &amp

Familiarity Effect Trust

Dealing with Preconceived Notions

Chapter 4: The Attractiveness Effect

Attractive People Inherit Other Positive Qualities

Attractiveness Leads to Likeability and Credibility

What Influences the Perception of Attractiveness?

Chapter 5: What Is Likeability?

The Principles of Likeability

Subconscious Likeability Scorecard

Familiarity and Similarity-The Common Denominators

Familiarity: More Exposure Breeds Likeability

Similarity: We Like People Who Are Like Us

Likeable Qualities

We Like People Who Are Friendly and Empathetic

We Like People Who Are Interesting to Us and Interested in Us

We Like People Who Are Upbeat and Positive

We Like People Who Are Open and Non-judgmental

We Like People Who Are Real, Human and Vulnerable

The Likeability Effect in US Presidential Campaigns

Chapter 6: How to Become More Likeable

1. Look the Part

2. Speak the Language

The Language of Likeability

3. Demonstrate Genuine Interest

4. Listen Empathetically

5. Be Congruent

6. Judge With out Being Judgmental

7. Get Real

8. Leverage Similarity

Similar on the Outside

Similar on the Inside

Chapter 7: What Is Credibility?

Looking for Mr Credibility

Most Credible Source is a Person Like Me

Familiarity and Variability Enhance Credibility

Credibility of the Messenger Determines Message Impact

Assumptions About Credibility Are Not Always Logical.

How Do People Decide if You Are Credible?

Assumed Credibility

What Professions or Associations Are the Most Credible?

First Impressions of Credibility

Nonverbals Tell the Story

The Look of Credibility

The Sound of Credibility

The Language of Credibility

The Character of Credibility

1 Integrity

2 Competence

3 Relevance

4 Objectivity

5 Results

Last Impressions-the Impact of Primacy and Recency

Chapter 8: How to Demonstrate Credibility

1. Help Clients Self-discover Your Credibility Prior to the First Meeting

Leverage (or compensate for) Inherited Credibility

Damage Control

Credibility Marketing

2. Employ Other Messengers

3. Get Credibility Introductions

4. Associate With Other Credible People and Associations

5. Cite Other Sources to Improve Legitimacy

6. Look Credible

7. Sound Credible

8. Smell Credible

9. Be Jargon Free

10. Point Out a Negative or Argue Against

11. Use Diagnostic Questions to Build Credibility

12. Help Clients Become More Discerning (so they can judge for themselves)

13. Become More Credible

13-1. Tell the Truth

13-2. Declare Your Good Intentions

13-3. Demonstrate Accountability

13-4. Be Responsive

13-5. Deliver Bad News Well

14. Polish Other First Impression Elements

First Impressions: Your Oce

First Impressions: Your Marketing Materials

First Impressions: Your Website

Chapter 9: Trust Is Key to Maintaining Influence

In Conclusion

Appendix A: The Credibility Index

Bibliography.

Notes:

Description based on print version record.

ISBN:

1-61448-420-1