How Demonstrative Communication Affects Perception
BCOM275
May 10, 2012

How Demonstrative Communication Affects Perception
Ever notice that when an individual is passionate about what that person is saying, hands and arms wave all about, emphasizing a point and conveying enthusiasm, or ever realize that when a person does not believe in what one is saying, body language echoes these feelings and becomes inexpressive (Lieberman, 1998)?
When one mentions the word “communication”, the preliminary thought that comes to mind is almost certainly speech or a structure of verbal communication. Demonstrative communication involves utilizing senses other than hearing. Nonverbal modes of communication such as facial expression, body language, dress, and appearance are powerful devices for sending and receiving messages. These communication methods can be a substitute for a verbal message but frequently complement it to generate a complete message. Clothing and appearance can play a significant role in the perception of others. Years ago at a previous job, one author worked with an adolescent man who applied for a middle management position within the company. The employee was intelligent, hardworking, and personable. He never complained and his peers enjoyed his friendly demeanor. Unfortunately, despite these positive characteristics, this individual was not considered for the position he sought. This young man wore the same clothing several times a week. The clothing rarely appeared to be clean and usually produced an unpleasant odor. As hard as he tried to present himself well, the young man repeatedly sent an unspoken message that he was not professional.
As stated by Leser (2007):
You can easily spot the office slob, with his coffee-stained tie and wrinkled shirts, or the workplace flasher, the woman who thinks it's OK to show ample cleavage or plenty of leg. They are the obvious rule breakers who will have trouble getting ahead. (para. 8)
According to Gargas (personal communication, May 3, 2012), it only takes seven seconds for an individual to develop a strong judgment based on the way someone appears or acts. Seven seconds is not much time at all when one considers how that initial perception may affect relationships in the future. An individual may be interviewing for a position that is very important. The initial meeting with an executive could be at a national sales meeting where the company president will be present. Presenting oneself in a professional, properly groomed manner may provide a better perceived imaged which could be the difference in getting a career opportunity or raise. A professor may wear leather sandals, cargo shorts, and a nice polo to class in hopes of creating a comfortable environment for classroom discussion. Although his intentions are good, students may perceive the professor’s abated appearance to mean he lacks scholarship and therefore lacks credibility. Such assumptions can occur before the individual being judged has even uttered a word. The authors agree with Moore, Parker, Rosenstand, and Silvers (2009) that an individual’s level of credibility should not be based on visual perception. However, it is important to assume that others might take dress and appearance into consideration when determining the credibility of a source. Researchers found that “university professors in formal attire are perceived as more credible than less formally dressed faculty” (Lightstone, Francis, & Kocum, 2011, p. 15).
It is imperative to be aware of the facial cues that an individual displays to society. Consider that:
Scientists have long known that there is more to speech perception than meets the ear. Humans, even infants who cannot yet speak, pick up visual cues from the movement of the lips and other parts of the face to help understand what it is they are hearing. (Fountain, 2003, p. 1)
Facial cues, whether voluntary or involuntary can reveal ones feelings, likes and dislikes. For instance, one’s spouse may stand waiting in anticipation of the other’s facial reactions as a new recipe is experimented with. While busy chewing the food, the cook draws conclusions as to whether the meal was liked or disliked by the facial cues the taster displays. “The face is something that can communicate without even using the mouth to speak” (publicspeakingtip.org, 2012, para. 4). Body language is extremely significant when it comes to communicating effectively. Many people do not consider body language a form of communication. “Research shows that 55% of communication is conveyed by the body language we use, i.e.; Use of eye contact, gestures, and facial expressions” (Thompson, 2007, para. 2). Body language involves both elements of listening and responding. The expression on an individual’s face, his or her posture, or even the position of an individual’s arms, can let others know whether or not that individual is receptive or attentive during the conversation. Regardless of the industry someone may work in there are examples of how important body language is to the work environment. When a manager counsels one’s employees, the body language of the employee shows how receptive one is to what the manager is conveying. If the employee’s head is held high and he or she is refraining from slouching in his or her chair, this may be a good indication that the employee is receptive. On the contrary, if the employee is slouching in the chair with a dazed expression, or even an uninterested demeanor, the manager may take this as the employee being resentful of the criticism the manager is giving.
In a professional industry it is not uncommon to meet new people on a regular basis. A handshake can be seen as an indicator of one’s confidence. A firm handshake usually tells the person on the other end of the handshake how confident the individual is and that the individual has a purpose. On the other hand, a soft, limp handshake may indicate insecurity. The way one stands and walks are two essential aspects of body language. Slouching or leaning can sometimes demonstrate unresponsiveness or being disengaged when partaking in a conversation. Another sign of confidence and being secure is evident by walking with shoulders square and head held high, unfortunately sometimes these signs can be misleading. A person may be slouching or leaning because he or she may be exhausted and tired. This is why it is so imperative for an individual to be conscious of the body language he or she displays. Misunderstandings and misconceptions can be minimized as individuals are conscious of one’s body language.
According to Lieberman (1998) an individual’s fingers, hands, arms, legs, and movements offer a fascinating insight into one’s true feelings. Most people are not aware that his or her body speaks a language all its own: one may try to deceive an individual with words but the truth can always be silently observed. Being cognizant of the demonstrative communication one presents will greatly increase the ability to be perceived in a positive manner. Often times, actions speak louder than words and appearance, facial expression, and body language will all affect how messages or ideas are received or delivered.

References
Fountain, H. (2003, July 01). Monkey See, Monkey Speak: Facial Expressions as a Guide to Speech. The New York Times. Retrieved from http://www.nytimes.com/2003/07/01/science/monkey-see-monkey-speak-facial-expressions-as-a-guide-to-speech.html
Leser, K. (Jul 11, 2007). Dress can sway workplace perception; Experts warn against an unprofessional image. Columbia Daily Tribune. Retrieved from http://search.proquest.com.ezproxy.apollolibrary.com/docview/378994957?accountid=35812
Lieberman, D. (1998). Never be lied to again: How to get the truth in five minutes or less in any conversation or situation. New York, NY: St. Martin’s Press.
Lightstone, K., Francis, R., & Kocum, L. (2011). University faculty style of dress and students’ perception of instructor credibility. International Journal of Business & Social Science, 2(15), 15-22. Retrieved from http://ehis.ebscohost.com/eds/pdfviewer/pdfviewer?sid=e5fd5edd-fbf8-4918-ae22-5dd06370ecf3%40sessionmgr14&vid=3&hid=5
Moore, B. N., Parker, R., Rosenstand, N., & Silvers, A. (2009). Critical thinking (9th ed.). New York, NY: McGraw-Hill.
Thompson, D. (2007, Apr 04). Body Language and Communication. Retrieved from http://www.selfgrowth.com/articles/Body_Language_and_Communication.html publicspeakingtip.org. (2012). Facial Expression and Gestures. Retrieved from http://www.publicspeakingtip.org/speaking-qualities/facial-expression-and-gestures.php