Citation

Chen FS, Minson JA, Schöne M, Heinrichs M. Psychol. Sci. 2013; 24(11): 2254-2261.

Affiliation

1Department of Psychology, Laboratory for Biological and Personality Psychology, University of Freiburg.

Copyright

(Copyright © 2013, Association for Psychological Science, Publisher John Wiley and Sons)

DOI

10.1177/0956797613491968

PMID

24068114

Abstract

Popular belief holds that eye contact increases the success of persuasive communication, and prior research suggests that speakers who direct their gaze more toward their listeners are perceived as more persuasive. In contrast, we demonstrate that more eye contact between the listener and speaker during persuasive communication predicts less attitude change in the direction advocated. In Study 1, participants freely watched videos of speakers expressing various views on controversial sociopolitical issues. Greater direct gaze at the speaker's eyes was associated with less attitude change in the direction advocated by the speaker. In Study 2, we instructed participants to look at either the eyes or the mouths of speakers presenting arguments counter to participants' own attitudes. Intentionally maintaining direct eye contact led to less persuasion than did gazing at the mouth. These findings suggest that efforts at increasing eye contact may be counterproductive across a variety of persuasion contexts.

Language: en