L’uso strategico della comunicazione non verbale nella ...dip38.psi.uniroma1.it/web/30annipsicologia/.../2013/...30-anni-Dip.pdf · L’uso strategico della comunicazione non verbale

Marino Bonaiuto

Augusto Gnisci, Seconda Università di Napoli

Fridanna Maricchiolo, Università di Roma Tre

L’uso strategico della comunicazione non verbale nella comunicazione interpersonale in vari contesti

Roma, 18 ottobre 2013

Comunicazione gestuale

Bonaiuto

Introduzione alla psicologia sociale discorsiva La comunicazione non verbale 2002 e 2003


Sinergie Azienda e Università

Bonaiuto, Orsini, Angelini



Bonaiuto

http://www.google.it/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=HjD6LlPKgxM1xM&tbnid=xAVxkeBwbfM5FM:&ved=0CAUQjRw&url=http%3A%2F%2Fwww.maremagnum.com%2Flibri-antichi%2Fintroduzione-alla-psicologia-sociale-discorsiva%2F117826067&ei=5qBeUoqaGKOy0QWc6ICACQ&bvm=bv.54176721,d.bGE&psig=AFQjCNFinug4OZ1ZQb29KQhsSnxyKU9ZiA&ust=1382019668465524

http://www.google.it/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=hPf6pCFv71uxZM&tbnid=BHZUsHvKaN1C0M:&ved=0CAUQjRw&url=http%3A%2F%2Fwww.amazon.it%2Fcomunicazione-non-verbale-Marino-Bonaiuto%2Fdp%2F8843052047&ei=ZKFeUqifAcG50QWHj4DwCQ&bvm=bv.54176721,d.bGE&psig=AFQjCNH5XWE7DO3FM_8kocwL_otJkFo3XA&ust=1382019794268601

Language and gesture

• Kendon (1995, 2004) ─ Kendon, Adam 1995. Gestures as illocutionary and discourse structure markers in

Southern Italian conversation. Journal of Pragmatics 23(3): 247–79.

─ Kendon, Adam 2004. Gesture: Visible Action as Utterance. Cambridge: Cambridge

University Press.

• McNeill (1985, 1992) ─ McNeill, David 1985. So you think gestures are nonverbal? Psychological Review

92(3): 350–371.

─ McNeill, David 1992. Hand and Mind: What Gestures Reveal About Thought.

Chicago: University of Chicago Press.

• Brain evidences: ─ Dick, Anthony S., Susan Goldin-Meadow, Uri Hasson, Jeremy I. Skipper and Steven

L. Small 2009. Co-speech gestures influence neural activity in brain regions

associated with processing semantic information. Human Brain Mapping 30(11):

3509–3526.

─ Alibali, Martha W., Kita Sotaro and Amanda J. Young 2000. Gesture and the

process of speech production: We think, therefore we gesture. Language and

Cognitive Processes 15(6): 593–613.

Co-occurrence and co-ordination



Bonaiuto

Gesture, attention, perception, and judgment

• During a speech listeners monitor two different integrate source of information of the speaker: verbal and gesture

1. Different co-speech gestures are differently perceived1

2. and they differently affect receivers’ evaluations about speaker’s competence and message persuasiveness2

Introduction



Bonaiuto

1. Beattie & Shovelton, 2006; Kelly et al., 2007. 2. Maricchiolo et al., 2009

Gesture and perception

• Gestures of a speaker are differently perceived and processed by receivers according to their (in)congruence with the speech3:

─ incongruent gestures make more difficulty in semantic integration (larger N400 effect) than congruent gestures.

• Gesture-speech semantic integration is affected by contextual factors4:

─ the presence of meaningless gestures (e.g. self-manipulation) influences the processing of meaningful gestures with speech, making speech-gesture integration difficult

Introduction



Bonaiuto

3. Kelly et al., 2007; 2008. 4. Holle & Gunter 2007; Kelly et al., 2007

Gesture and speaker evaluation

• Listeners (often without awareness5) use speaker’s gestures to perceive and evaluate his/her features, attitudes/intentions, or emotion, and to judge him/her6.

• Speaker’s gestures affect differently receivers’ judgments about speaker’s competence, composure and persuasiveness7:

─ the speaker, using ideational and conversational gestures during a persuasive message, is evaluated more competent, persuasive, effective, and composed than using adaptors.

Introduction



Bonaiuto

5. Bargh 1997; Grahe & Bernieri, 1999; 2002; Lakin 2006. 6. Ekman & Friesen, 1969; Gray & Ambady 2006; Krauss, et al., 1996; Patterson, 1982; 2001; 2009. 7. Maricchiolo et al., 2009

Hand gesture studies 2000 -



Bonaiuto

• Taxonomy (Chapter)

• Multimedia tool CodGest (Chapter and Unpublished)

• Cross-culture (Oral communication)

• Functions: correlational studies (Oral communication)

• Political communication: correlational (Chapters)

• Legal communication: experimental (JNVB)

• Influence in small group: experimental (SJP)

• Influence in persuasive communication: experimental (LCP)

• Processes: experimental (submitted)

Taxonomy



Bonaiuto

Maricchiolo, F., Gnisci, A., Bonaiuto, M. (2012). Coding hand gestures: A reliable taxonomy and a multi-media support. In A. Esposito, A.M. Esposito, A. Vinciarelli, R. Hoffmann, V.C. Müller (Eds.), Cognitive Behavioural Systems, Lecture Notes in Computer Science Vol. 7403. Berlin Heidelberg: Springer-Verlag (pp. 405-416). ISBN 978-3-642-34584-5

Bonaiuto, M., Gnisci, A., Maricchiolo, F. (2002). Proposta e verifica empirica di una tassonomia dei gesti delle mani nell’interazione di piccolo gruppo. Giornale Italiano di Psicologia, 29, 777-807.

Multimedia tool CodGest



Bonaiuto

Maricchiolo, F., Gnisci, A., Bonaiuto, M. (2012). Coding hand gestures: A reliable taxonomy and a multi-media support. In A. Esposito, A.M. Esposito, A. Vinciarelli, R. Hoffmann, V.C. Müller (Eds.), Cognitive Behavioural Systems, Lecture Notes in Computer Science Vol. 7403. Berlin Heidelberg: Springer-Verlag (pp. 405-416). ISBN 978-3-642-34584-5

Taxonomy across cultures and languages



Bonaiuto

Bonaiuto, M., Maricchiolo, F., Orlacchio, T. (2005). Cultura e gestualità delle mani durante la conversazione: un confronto tra donne native dell'Italia e del Burkina Faso. Paper presented at the Workshop “Intersoggettività, identità e cultura”, Università di Urbino, 14th - 15th September, Urbino.

Nazionalità

Gesti

Italiane Burkinabe

f f% z f f% z

Coesivi 709 22.3% -13.83 1731 51.4% 13.43*

Ritmici 200 6.3% -1.41 255 7.6% 1.37

Iconici 16 0.5% -1.25 29 0.9% 1.22

Metaforici 532 16.8% 10.69* 160 4.8% -10.39

Deittici 678 21.3% 12.87* 178 5.3% -12.50

Emblematici 24 0.8% -2.45 57 2.38% 1.92

Oggetto-Adattatori 496 15.6% 9.78* 164 4.8% -9.51

Persona-adattatori 10 0.3% -0.74 16 0.5% 0.72

Auto-adattatori 510 16.1% -4.53 773 23% 4.40*

Totale 3175 100% 3363 100%

Nessuna differenza tra Mòoré e Francese nel numero di gesti utilizzati per ciascuna categoria della tassonomia |0.16|< t <|1.77|; gdl = 8; p > .11

Functions: verbal and bodily features co-occurrence



Bonaiuto

Marcatori

Gesti

Interaz.

Conversaz

Coesione

sociale

Meta-

testuali

Parlato Assenza

parlato-

pausa

Coesivi 124

-5.35

150

0.94

646

5.03**

1609

1.14

47

-7.77

Ritmici 72

-11.97

124

-4.30

746

1.94’

2419

8.17**

14

-12.43

Ideativi 244

-14.17

288

-5.55

1109

-10.60

5707

18.15**

49

-17.78

Adattatori 448

15.06**

188

2.97**

371

-8.62

1429

-6.69

373

18.08**

Assenza

gesti

754

21.10**

359

7.86**

1362

15.07**

1323

-26.18

622

25.01**

Gesti

Dispositivi

Retorici

Coesivi Ritmici Deittici Metafo-

rici

Auto-

adattat.

Etero-

adattat.

Assenza

Gesti

Presenza 343

-1.40

477

-0.43

687

2.31**

471

8.08**

163

-5.99**

134

-4.95**

453

0.00

Assenza 2080

0.59

2710

0.18

3435

-0.98

1660

-3.43

1537

2.54

1208

2.10

*

*

X2 = 4211,5 gdl = 16

X2 = 157,1 gdl = 6

Bonaiuto, M., Maricchiolo, F., Gnisci, A. (2004).Gesti delle mani, retorica e persuasione. Abstract, VI Congresso Nazionale della Sezione di Psicologia Sociale dell’A.I.P., Sciacca. Pubbl. in: AA.VV., AIP Associazione Italiana di Psicologia, VI Congresso Nazionale Sezione di Psicologia Sociale, Sciacca, 22-24 settembre 2004, Contributi. AIP, Palermo (p. 44-49).

Diversi contesti d’interazione sociale:

• Simulazioni di discussioni in diadi e di interrogatori (video-registrati in laboratorio di Psicologia sociale)

• Interviste politiche televisive a Berlusconi e a Rutelli, andate in onda durante la campagna per le elezioni politiche 2001

• Interrogatori giudiziari di testimoni in processi per omicidio

Functions: verbal and bodily features co-occurrence



Bonaiuto

Bonaiuto, M., Maricchiolo, F., Gnisci, A. (2004).Gesti delle mani, retorica e persuasione. Abstract, VI Congresso Nazionale della Sezione di Psicologia Sociale dell’A.I.P., Sciacca. Pubbl. in: AA.VV., AIP Associazione Italiana di Psicologia, VI Congresso Nazionale Sezione di Psicologia Sociale, Sciacca, 22-24 settembre 2004, Contributi. AIP, Palermo (p. 44-49).

DOMANDE

COERCITIVE:

GESTO INIZIALE NELLA RISPOSTA

Coesivi Ideativi Adattatori TOT.

Affermazioni 2 (14.3%)

(–1.30)

2 (14.3%)

(+0.03)

10 (71.4%)

(+1.17) 100%

Sì/no 5 (19.2%)

(–1.31)

3 (11.5%)

(–0.48)

18 (69.2%)

(+1.53) 100%

Wh-specifiche 6 (46.2%)

(+1.62)

4 (30.8%)

(+1.94)

3 (23.1%)

(–2.84) 100%

Indirette 5 (45.5%)

(+1.40)

0 ( 0.0%)

(–1.47)

6 (54.6%)

(–0.24) 100%

Domande + coercitive

– coercitive X2(6, 64)=12.4, p=.05 *z>1.96, p<.05; **1.50<z<1.96, p=0.7

DOMANDE

MINACCIOSE:

GESTO INIZIALE NELLA RISPOSTA

Coesivi Ideativi Adattatori TOT.

Neutre 15 (33.3%)

(+1.05)

12 (19.4)

(+1.17)

9 (7.2%)

(–1.79) 100%

Minacciose 22 (21.9%)

(–1.05)

7 (9.4%)

(–1.17)

3 (8.8%)

(+1.79) 100%

X2(2, 68)=3.3, p=.19

*z>1.96, p<.05; **1.50<z<1.96, p=0.7

Gesti prodotti durante gli interrogatori giudiziari dagli interrogati (testimoni – imputati): Selezione di 4 interrogatori video-registrati sulla base di alcuni criteri (lunghezza di circa 20-30 min., qualità delle inquadrature per visione gesti)

Political speech: Politician personal profile



Bonaiuto

Maricchiolo, F. & Bonaiuto, M. (2005). Lo stile comunicativo dei leader politici: analisi di alcuni parametri verbali e non verbali nelle interviste televisive durante la campagna elettorale delle elezioni politiche 2001. In Sensales, G. (a cura di), Rappresentazioni della “politica”. Ricerche in psicologia sociale della politica. Milano: Franco Angeli (pp. 189-208).

Political speech: Speech-gesture co-occurrence and profile



Bonaiuto

Maricchiolo, F., Giuliano, L., Bonaiuto, M. (2008). Parole e gesti nell'analisi automatica del testo: il caso dei faccia a faccia tra Berlusconi e Prodi (2006). In S. Heiden, B. Pincemin (Eds.), JADT 2008: actes des 9es Journées Internationales d'Analyse statstique des Données Textuelles, Lyon, 12-14 mars 2008: proceedings of the 9th International Conference on Textual Data Statistical Analysis, Lyon, March 12-14, 2008. Lyon: Presses Universitaires de Lyon (Vol. II., pp. 786-798). ISBN 978-2-7297-0810-8

Political speech: Politician personal profile and effects



Bonaiuto

Maricchiolo, F., Bonaiuto, M. & Gnisci, A. (2008). Il Cavaliere vs. il Professore: stile comunicativo e valutazioni dell’audience durante il secondo confronto televisivo tra i candidati premier alle elezioni politiche del 2006. In G. Sensales, M. Bonaiuto (a cura di), La politica mediatizzata. Forme della comunicazione politica nel confronto elettorale del 2006. Milano: Franco Angeli (pp. 190-222).

Maricchiolo, F., Gnisci, A., Bonaiuto, M. (2013). Political Leaders’ Communicative Style and Audience Evaluation in Italian General Election Debate. In I. Poggi, F. D’Errico, L. Vincze, A. Vinciarelli (Eds.). Political Speech 2010, Lecture Notes in Artificial Intelligence 7688 (pp. 99–117). Berlin Heidelberg: Springer-Verlag.

Lying



Bonaiuto

Caso, L., Maricchiolo, F., Bonaiuto, M., Vrij A. & Mann, S. (2006). The impact of deception and suspicion on different hand movements. Journal of Nonverbal Behavior, 30, 1-19. DOI 10.1016/j.erap.2005.02.01



Bonaiuto

Social influence in small group

Maricchiolo, F., Livi, S., Bonaiuto, M., Gnisci, A. (2011). Hand gestures and perceived influence in small group interaction. The Spanish Journal of Psychology, 14, 755-764. http://dx.doi.org/10.5209/rev_SJOP.2011.v14.n2.23

Persuasive communication



Bonaiuto

Maricchiolo, F., Gnisci, A., Bonaiuto, M. & Ficca, G. (2009). Effects of different types of hand gestures in persuasive speech on receivers’ evaluations. Language and Cognitive Processes, 24, 239-266. DOI 10.1080/01690960802159929

18/10/2013

Aims of unpublished studies



Bonaiuto

Focus on mechanisms of perception, processing and evaluation of gestural communication by receivers of a persuasive message:

• Study 1: gesture and attention (eye fixation)

• Study 2: gesture and emotional reaction (face muscle activity)

• Study 3: gesture and implicit association (IAT)

18/10/2013

First unpublished study: Attention



Bonaiuto

• At the end of vision of persuasive message, the speaker is judged more competent, effective, compose, and persuasive (but not warm) when s/he accompany the speech with congruent gesture (ideational and conversational);

• During a persuasive video-message vision, those congruent gestures (ideational and conversational) are less fixated than speech-incongruent gestures (manipulations);

• Gestural fixation is then different for different gesture types, and therefore it is possible that gesture automatic processing before explicit evaluations is different too.

0

0,05

0,1

0,15

0,2

0,25

0,3

0,35

0,4

M

Object-adaptor

Self-adaptor

Conversational

Ideational

GESTURE CONDITION

Ideational Convers. Obj-adapt. Self-adapt.

M (ds) M (ds) M (ds) M (ds)

Warmth 5.2 (1.3) 5.3 (1.9) 4.9 (1.6) 5.9 (1.2)

Competence* 7.3a (2.3) 7.2a (1.4) 4.9b (1.7) 3.6b (2.6)

Composure* 7.7a (2.2) 7.4a (1.2) 5.1b (1.8) 3.8b (2.7)

Persuasiveness* 7.1a (2.0) 7.1a (1.9) 5.6a-b (1.4) 3.7b (2.5)

Effectiveness* 7.1ª (3.1) 7.1a(2.8) 3.3b (2.6) 3.7b (3.7)

18/10/2013

Second unpublished study: Physiological reaction



Bonaiuto

Gesture has significant effect on:

• Heart rate, that is arousal and activation

• Eye blinking, corresponding to attention, confirming previous study on eye fixation

• Corrugators activity, that indicates implicit negative reaction

• Explicit evaluation about speaker and message, confirming previous studies

0

1

2

3

4

5

6

Baseline Exper. Trial

Heart rate improvement

ideational

conversational

object-adaptor

self-adaptor

no gesture

0

1

2

3

4

5

6

7

8

9


Eye blinking improvement

ideational

conversational

object-adaptor

self-adaptor

no gesture

0

0,5

1

1,5

2

2,5

3

3,5

4


Corrugator activity improvement

ideational

coesive

object-adaptor

self-adaptor

no gesture

-1

-0,5

0

0,5

1

1,5

2

2,5

3

3,5

4


Zygomatic activity improvement

ideational

coesive

object-adaptor

self-adaptor

no gesture

Ideational Convers. Obj-adapt. Self-adap. No gest.

M (ds) M (ds) M (ds) M (ds) M (ds)

Warmth 5.10 (.59) 5.40 (1.27) 5.17 (1.16) 4.73 (1.43) 4.50 (1.44)

Competence* 6.20a(1.52) 5.70a-b(1.09) 6.23a(1.92) 4.77a-b (1.05) 3.60b(1.03)

Composure* 5.90a(.80) 5.67a(1.65) 3.60b(2.27) 3.63b (2.05) 5.50a(1.25)

Persuasiv.* 5.70a(3.30) 3.30a-b(2.16) 5.80a(2.70) 4.40a (2.95) 1.70b(2.16)

Efficacy* 6.20a(1.81) 6.30a(1.70) 6.40a(1.07) 5.30a-b (2.50) 3.60b(2.80)

Third unpublished study: IAT implicit association

-0,08

-0,06

-0,04

-0,02

0

0,02

0,04

0,06

0,08

0,1

0,12

M

Only Audio

No gesture

Ideational

Conversational

Object-adaptor

Self-adaptor

Ideat. Convers. Obj-adapt. Self-adapt. No gesture Only audio

M M M M M M

Competence** 5.14a 5.22a 4.53b 4.00c 5.07a 4.99a

Sincerity* 3.81a 3.75a 3.20c 3.26bc 3.64abc 3.72ab Ideat. Convers. Obj-adapt. Self-adap. No gesture Only audio

M (ds) M (ds) M (ds) M (ds) M (ds) M (ds)

Competence** 4.86a 4.67ab 4.28bc 3.95c 4.71ab 4.47ab

Influence** 6.05a 5.76ab 5.34b 4.6c 5.95a 5.75ab

Liking* 4.16a 4.02ab 3.58b 3.59b 4.05ab 3.89

Ideat. Convers. Obj-adapt. Self-adap. No gesture Only audio


Composure** 5.40a 5.43a 5.76b 3.96c 5.65a 5.80a

Dominance** 4.41a 4.55a 3.86b 3.39c 4.42a 4.19ab Ideat. Convers. Obj-adapt. Self-adap. No gesture Only audio

EFFECTIVENESS M (ds) M (ds) M (ds) M (ds) M (ds) M (ds)

Comm. style** 4.67a 4.63a 3.98b 2.98c 4.52ab 4.67a

Speech* 4.85ab 5.06a 4.46b 4.65b 5.17a

Gesture* 4.41a 4.28a 3.51b 3.48b 3.85ab

Ideat. Convers. Obj-adapt. Self-adap. No gesture Only audio

ATTENTION M (ds) M (ds) M (ds) M (ds) M (ds) M (ds)

Speech** 5.63ab 5.26bc 5.10c 4.64d 5.8a 5.5abc

Gesture** 5.45b 5.10b 6.03a 6.29a 3.47c

Gesture-distraction** 3.22b 3.55b 4.88a 5.23a 2.49c Ideat. Convers. Obj-adapt. Self-adap. No gesture Only audio

MESSAGE M (ds) M (ds) M (ds) M (ds) M (ds) M (ds)

Comprehensib.** 5.59ab 5.53ab 5.28bc 4.91c 5.70ab 5.75a

Persuasiveness* 3.83ab 3.59ab 3.32bc 3.31bc 3.87a 3.23c Ideat. Convers. Obj-adapt. Self-adap. No gesture Only audio


Reaction* 3.12ab 3.45a 2.44c 2.64bc 2.97abc 2.74bc

Vote* 2.93ab 2.97a 2.22c 2.20c 2.69abc 3.23bc



Bonaiuto

Towards a hypothesis of process model

Gesture

Eye fixation

Attention

Explicit evaluations about speaker and message

Physiological activation

Emotional reaction



Bonaiuto

Body, Language, Communication

• 16. Bonaiuto, M., Maricchiolo, F. (in press). Social psychology: Body and language in social interaction. (Vol. I, pp. 254-270)

• 55. Gnisci, A., Bonaiuto, M., Maricchiolo, F. (in press). Reliability and validity of coding systems for bodily forms of communication (Vol. I, pp. 875-876).

• 57. Maricchiolo, F., Di Conza, A., Gnisci, A., Bonaiuto, M. (in press). Decoding bodily forms of communication (Vol., pp. 900-912).

• 103. Maricchiolo, F., De Dominicis S., Ganucci Cancellieri U., Di Conza, A., Gnisci, A., Bonaiuto M. (in press). Co-speech gestures: structures and functions (Vol. II).

• 154. Bonaiuto, M., Bonaiuto, T. (in press). Europe – South (Italy). (Vol. II).

• 174. Bonaiuto M., De Dominicis S., & Ganucci Cancellieri U. (in press). Gestures, postures, gaze, and movement in work and organization (Vol. II).

• 175. Maricchiolo, F., Bonaiuto M., Gnisci, A. (in press). Body movements in political discourse (Vol. II).



Bonaiuto

Biodiversity and linguistic diversity

http://ec.europa.eu/regional_policy/sources/docgener/work/2012_02_governance.pdf

Gorenflo, L.J., Romaine, S., Mittermeier, R.A., Walker-Painemilla, K. (2012). Co-occurrence of linguistic and biological diversity in biodiversity hotspots and high biodiversity wilderness areas. PNAS, 109, 8032-8037.

Documents

L’uso strategico della comunicazione non verbale nella ...dip38.psi.uniroma1.it/web/30annipsicologia/.../2013/...30-anni-Dip.pdf · L’uso strategico della comunicazione non verbale