... avoids eye-contact (Hogg and Vaughan 2002) due to the fact that eye-contact has so many functions. One of these functions is to exercise control. Kendon (1967) identifies regulation, which is the suppression or demand of a certain response, as one of the four functions of gazing. People trying to be persuasive will gaze more than they usually would (Mehrabian and Williams 1969) possibly because it obliges the other person to interact (Knapp and Hall 1992) or is interpreted as a sign of friendliness and liking (Kleinke 1986). Compliance has been linked to eye-contact in several previous studies. Snyder, Grether and Keller (1974) found that staring increases the likelihood of someone stopping for a hitchhiker, and Hornik and Ellis (1988) observed that shoppers in a shopping mall are more likely to participate in an interviewing task if they are gazed at by the person making the request. Kleinke (1980) did a study ...

See this essay or coursework document in full right now