Social Beauty by Anne-Marie Van Geloven

Influence Success
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Influence Success
Relevant for all Professions
and Persons
Likeability
Trust
then
and
equals
Impact
Credibility
Reference: Axis of Influence

Michael Lovas & Pam Holloway
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Success
If you are likeable

and credible =
relevant in
Business
Workplace
Court
hospital

Likeability
Ideal Combination
Credibility
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How can I get this?
By making a great first

Impression
1
Reference:
Anne-Marie van Geloven
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Trust
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First Impression
Mental activity in the old brain,
which function is to self-preserve
Is he/she going to eat me or not?
Can I trust him/her?
Trust
Attractive
Competent
Winner or Loser?
Reference:
1 Axis of Influence Michael Lovas & Pam Holloway
2 Alexander Todorov, Princeton
3. Kevin Hogan, The Science of Influence
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Trust
Fundamental to
Likeability and Credibility
First impression is lasting impression
In less than 4 seconds

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Similarity & Familiarity

The brain is associative and loves sameness1
Familiarity eases Trust

Similar = Association
2
Association also by archetype :

Marilyn Monroe Adolf Hitler
Similar to you = trust
Reference:
1. Axis of Influence Michael Lovas & Pam Holloway
2. LeslieZerbowitz, Reading Faces
3. Lisa Debruine, University of Aberdeen
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Trust in your face

Automatic process
In the Amygdala old
Brain:
trust detector = fight or flight
Relaxes:
Baby Face Features
Red Flag:
Analytical Face
Reference: Princeton
Alexander Todorov
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Objective 1 trust
If you established
trust, the door is
open
for likeability

Communicate Friendliness and

Trustworthiness:
Smile with your eyes
Look around the others eyes no glare
Open posture open palms
Tilt head sideways
Encourage conversation (nod, uh, OK)
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Likeability
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Likeable
More important than
competence (1)
Benefits: (2):
Trustworthy
Motivated
Serious
Decisive
Hardworking
Promoted to better jobs
Better paid
Better healthcare (3)
Lower and less sentences in Court (4)
Reference: 1. Harvard Business Review

Casciaro and Lobo 2.Columbia University Melinda Tamkins
3. University of California B. Gerbert 1984
4. :Axis of Influence Michael Lovas & Pam Holloway
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Less Likeable
Downsides: (2):
Arrogant
Conniving
Manipulative
Less or no promotions
Less or no salary increases
Reference: 1. Harvard Business Review

Casciaro and Lobo 2.Columbia University Melinda Tamkins
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Look Likeable
A babyface is considered likeable
Face and demeanor:
Open
Warm
Welcoming
Give yourself a more likeable look by shifting to a more rounded smiling
face, smile from the heart, puff up the cheeks and rounded jaw line
Raise yours eyebrows and show excitement
Shave the beard off
Reference:1.: Axis of Influence

M. Lovas & P. Holloway
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Baby Face
Trust & Likeability
Reference
Axis of Influence M. Lovas & P. Holloway
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The value of the elements

To your likeability
Words: 7%
Tone and Voice: 38%
Body language: 55%
Reference:1.: Albert Mehrabian

UCLA
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Credibility
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Look Credible / Mature Face
Shift to a more elongated serious face

By simply open or close your mouth
Look scientific by bringing the eyebrows
together
Make eye contact without staring, focused not
roaming the room
Add a goatee or beard
Its serious, attentive and confident
The most credible source is a person like me
Reference:
1. Axis of Influence M. Lovas & P. Holloway
2. Edelman Trust study
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Mature Face
Is a competent face
Long
Narrow
Perceived :
2
Serious
Attentive
Confident
Dominant
Physically strong
Intellectually shrewd
Reference:
1 Axis of InfluenceMichael Lovas & Pam Holloway
2. Leslie Zerbowitz Brandeis University
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Analytical Face
Features:
Serious face
Furrowed brow
Intense Stare
Interpreted as:
Unfriendly = Unsafe
Alexander Todorov
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Analytical Face Resembles Angry Face
Alexander Todorov
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Attractiveness
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Attractiveness
Only when we trust,
We can perceive
Attractiveness
Trust
Competent
Alexander Todorov
Attractive
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Link
How is Attractiveness related to
Likeability & Credibility?
The more attractive the person,
The more likely the person is perceived as
Trustworthy
Likeable
Competent
It is a package deal

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Influence Success
Attractiveness
Relevant for all professions
Likeability
Trust
then
and
equals
Impact
Credibility

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Attractiveness
The brain makes immediate
Judgment on attractiveness
Its a left over from mate selection
and reproduction 1
Attractive people are preferred2
Romantic partners
Friends
Employer Employee
Voters
Reference:
1 Axis of Influence
2 Dr. B. Jones University of Aberdeen , Percieving Beauty
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Familiarity & Similarity

The more familiar
The more Attractive
The more similar
The more attractive

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Positive Qualities
Perceived as attractive is
associated with positive qualities 1
Intelligence
Successful
Sociable
Mental health
Self esteem
Implicit Personality Theory 2

Positive first impression = Positive Characteristics
Reference:1.
1.
Alan Feingold
2. Harold Kelly
3.
Edward Thorndike
Halo Effect 3
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Benefits Attractive
Better teachers / professors 1:
More consulted
Receive positive recommendations
Less blamed for failing students
Men & Women Workplace 2:
Competent
Receiving more help3
We confide more in a attractive person
And are more open and more likely to TRUST4
Reference:1.
1. Romano & Bordieri
2. MSNBC Survey Power of Attraction still rules in the workplace
3. Robert Cialdini
4 Eddy Elmer
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Social Beauty
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Conclusion
The key to improve your
trust,
Likeability & credibility
is to
Improve your attractiveness
This we call..

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Influence

2. Hatfield and Sprecher 1986, S. 91
Employment
Income
Social Opportunities
Social anxiety
Popularity
Friendships
Sexual behavior
Marriage
Partner choice
Court rulings
2
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Impress

Intelligent
Honest
Sociable
Dominant
Sexually warm
Mental Health
Successful
Self esteem
Competence
Compassion
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Be
Reference:
1. Feingold meta analyseis 200 studies 1992
2. (lerner and Lerner 1977
3. langlois and Downs 1979
4. Maruyama and Miller 1981
5. Reiss, Wheeler, Spiegel, Kernis, Nezlek and Perri 1982
6. Dr. B. Jones University of Aberdeen , Percieving Beauty
7. Robert Cialdini
Less socially anxious

More popular
Better socially skilled
More sexually experienced 1
Get better grates 2
Less aggressive 3
More confident 4
Get more dates5& romantic partners6
Better social relationships
Increased social interaction
More satisfied 5
Get more votes6
Receive more help7
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Likeability
Control
Likeability
Trust
then
and
equals
Success
Credibility
Impact
Credibility

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Face
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Human face
No single object presented to

our senses...engrosses so large a
share of our thought, emotions
and associations as that small
portion of flesh and blood a hand
may cover, which constitutes the
human face
Reference:1.: Eastlake 1851
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Even Babies prefer Attractiveness
38 2011
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Attractive Face
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
Averageness
Symmetry
Proportions & Position
Shape
Baby face
Mature face
Masculine and Feminine features
Age
Health
Skin tone
Hair
Youth
Immune system - Genes
Psychological Attributes
Charisma
Facial Expressions
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Universal Attractive Look

Symmetrical Face
& esp men baby face
Clear Skin & Vibrant Hair
Men (health & protection)
Women: good (good mate &child bearer)
Square jaw
Wide shoulders
Defined chest
Strong arms
Full red lips

Large breast
Strong hips
Voluptuous buttocks
Reference:1.:Eddy Elmer & Jim Houran

Physical Attractiveness in the Workplace
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1. Averageness
averageness is one of the characteristics of
physical beauty in which the average phenotype,
i.e. outward appearance, of the individual
theoretically characterizes averaged genotype,
so indicating health and fertility 1
For every gender the average surface of the face is rated
more attractive compared to the unattractive face, but
less attractive a the attractive face.
So not the average proportions, but the average surface
make a face more attractive 2
Reference
1.
Wikipedia
2. University Regensburg Beautycheck
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2. Symmetry
facial features are mirrored
across the vertical midline of the
face. Slight imperfections in
symmetry are probably not
significant; rather, large
deviations easily perceived, such a
crooked mouth, deviated nose, or
one eye too small, disrupt the
perception of beauty.
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3. Proportions & Proper placement

Proportions
Example: mouth or nose, should not be too large or small in comparison with other facial features1
According the Golden Ratio1
When unattractive faces are more proportional average, they become more attractive2
When attractive faces are adapted to proportional average, they become less attractive 2
Proper placement
Example: the eyes are not too close together or too far apart1
Reference:e:
1.
Axis of Influence M. Lovas & P. Holloway
2. University Regensburg Beautycheck
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Golden Ratio Human Face

Length of Face / width of face
Distance between lips - eyebrow meeting point / length of nose
Length of face / distance between tip of jaw - eyebrow meeting point
Length of mouth / width of nose
Width of nose / distance between nostrils
Distance between pupils / distance between eyebrows

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4. Shape
The shape of the face in profile
also shows a clear relation to
attractiveness
The straight profile is preferred
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5. Baby Face
Round face
Large eyes
Small nose
Small chin1
Dominant big (high) forehead2
a relatively big space between other
elements
Big head4
fair hair3
Round cheeks4 (= not attractive)5
Elastic soft skin4
Delicate jaw & full lips7
Not only facial traits but other bodily
attributes also contribute the image of babyface6
Reference
1. Leslie Zerbowitz Brandeis University
2 Paunonen et al. 1999, Zebrowitz 1997
6 Cunningham and his colleagues (1997)
4 . Shaw et al 1982
5 Grammer 2000 S 188
6 Tamas Bereczkei, Norbert Mesko
Department of Psychology, University of Pcs, Hungary
Running title: Hairstyles, facial attractiveness,
evolved mate preference
7 Cunningham 1986; Johnston & Franklin, 1993
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5 Baby Face
Trust & Likeability1
Compassionate
honest2
Friendly
Innocence
youth
emotional warmth,
health and fertile3
vivacious, open-minded & cute4
may elicit nurturance, care-taking,
and resource investment from males5
protection and care7
fair hair6
Reference
1 Axis of Influence M. Lovas & P. Holloway
2 Keating Do Babyfaced Adults receive more help
3 Symons 1979
4 Paunonen et al. 1999, Zebrowitz 1997
evolved mate preferences6
6 Cunningham and his colleagues (1997)
7 Eibl-Eibesfeldt 1970, Lorenz 1943
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5 Baby Face
Submissive
Weak
Nave1
Childlike features can be also negative,
if a women does not look reproductive2
Reference
1 Keating Do Babyfaced Adults receive more help
2 Grammer 2000 S 183 Buss 1978
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5. Baby face
Even attractive faces become more attractive when it gets more childlike proportions especially men1
women with a high, even extremely high neonate quality were regarded as the most beautiful2
Babyish characters are preferred across cultures3
Having childlike features and looking mature is increasing attractiveness for men4
Adults show more positive, protecting and caring response and are less aggressive towards persons
with childlike features compared to more mature looking persons5
Reference
1 Axis of Influence M. Lovas & P. Holloway
2 Jones 1995
3 Cunningham et al. 1995
5 Alley 1983
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6. Mature
competent face
Long and Narrow4

neotenous faces were perceived as1,2
warmer,
kinder,
more honest
more nave
than mature faces
Reference:
1 Berry & McArthur (1985)
2 McArthur & Apatow, 1984
3 Keating, Mazur & Segall (1981)
4 Axis of InfluenceMichael Lovas & Pam Holloway
5 . Leslie Zerbowitz Brandeis University
sexually mature faces of both sexes

were perceived as more3
dominant
stronger
higher status
than less sexually mature faces
And5:
Serious
Attentive
Confident
Intellectually shrewd
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6. Mature Female
Having childlike features and looking mature is increasing attractiveness for
men.
Features of maturation in women are: pronounced cheekbones, small cheeks and
full hair1
Eyebrows in general are associated with status.
High cheekbones (women) are attractive.
Mature face is associated with status, self esteem and fertile2
judgments about heterosexual attractiveness were made, facial cues signaling
maturity and dominance diminished female attractiveness3 while mature hair
increases attractiveness 4
Reference:
2 Cunningham 1986
3 Keating 2002
Department of Psychology, University of Pcs,
HungaryRunning title: Hairstyles,
facial attractiveness, evolved mate preferences
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6. Mature Male
Features of maturation for men are: 1,2
pronounced (big) chin
high cheekbones
Deep thick 3 eyebrows (also associated with dominant and male attractiveness & status)
small eyes and thin 3 lips
stark growth beard
The more these features are present, the more attractive1
Mature and social dominant features, like
broad forehead, thick eyebrows, thin lips, large jaw
increases the attractiveness of males 3
Mature face is associated with2
Status
Self esteem
Fertile
Reference:
1 Nakimen 1984
2 Cunninham 1986
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7. Masculine & Feminine

Masculine (male & female faces) are perceived as1
More dominant
Less warm
Less emotional
Less honest
Less cooperative
Poorer parents
Less faithful
Less wealthy 5
compared to average and feminized faces
More masculinity is more dominance 3 4 &
antisocial traits2
More femininity is more pro social traits2
Reference:
1 Perrett et al (1998)
2. Johnston, Hagel, Franklin, Fink & Grammer (2001
3 Swaddle & Reirson (2002)
4 DeBruine et al (2006) )
5. L nda Boothroyd Department of Psychology
University of Durham
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7. Masculine
Masculine male faces were rated as significantly1
more dominant
less faithful
worse parents
less warm
less wealthy
Less committed
than feminine male faces.
Dominant male, less pleasant personality,
Less suitable as long term partner and parent 3,4
Still perhaps beneficial for a short term partner because of possible sexy-son effects1
females may be willing to sacrifice full paternal investment for increased inclusive fitness through
their male offspring, by selecting a more masculine male partner1
Reference:
1 Linda Boothroyd Department of Psychology
2 Perusses (1993)
3 Swaddle & Reirson (2002)
4 DeBruine et al (2006) )
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8. Age Male
older male faces were rated as significantly
more ambitious
more committed
more dominant
more faithful
better parents
warmer
wealthier
than younger male faces.
Increased apparent age lead to an increase in perceptions of wealth, ambition,
commitment, dominance, faithfulness and parenting skill, but had a mixed effect on
warmth
older faces being more alpha male than younger faces
they look more masculine sometimes
facial age was perceived as pro-social
Reference:
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9. Health
apparent health is an important determinant of attractiveness1
the more attractive or healthy a face, the more it was perceived as displaying
desirable characteristics2
Apparent facial health, however, was associated with increased attribution of
all socially desirable traits and was not linked to commitment versus
dominance2
There is, however, evidence that personality traits, such as high agreeableness,
conscientiousness and openness to experience are related to better reported
health3
Increased health in male faces was perceived as increasing
dominance, wealth and pro social traits, like : faithfulness, commitment,
parenting2
Reference:
1 Jones, Perrett et al, 2005
2 L nda Boothroyd Department of Psychology
3 Korotkov & Hannah, 2004
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9. Health
Healthy male faces significantly more ambitious, more committed, more dominant, more
faithful, better parents, warmer and wealthier than unhealthy male faces1
which weakens the widely held supposition that health is closely related to masculinity in
facial attraction1
from a mate-choice perspective, there are no apparent perceived costs to choosing a healthy
male face (in stark contrast to masculine male faces). It is therefore far less surprising that
when women are making decisions between healthy and unhealthy male faces, they can do so in
ways which are strikingly different to the way they make choices between masculine and
feminine faces (see e.g. Boothroyd et al, 2005; Jones, Little et al, 2005).
Increased health in male faces was perceived as increasing
dominance, wealth and pro social traits, like : faithfulness, commitment, parenting
facial health is perceived as indicating traits which make suitable long term partner
Reference:
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10. Skin Tone Light

Skin tone preferences vary by culture.
historically favored and continue to favor lighter skin in women.
"Although virtually all cultures express a marked preference for fair
female skin, even those with little or no exposure to European
imperialism, and even those whose members are heavily pigmented, many
are indifferent to male pigmentation or even prefer men to be darker.1
According to Frost, a consequence of this is that, since higher-ranking
men get to marry the perceived more attractive women, who tend to
have fair skin, the upper classes of a society generally tend to develop a
lighter complexion than the lower classes by sexual selection2
Reference
1 to Peter Frosts 2005 Fair Women, Dark Men,
University of Washington sociologist Pierre L. van den Berghe
2 Peter Frost Fair Women, Dark men:
The forgotten Roots of Color Prejudice 2005
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10. Skin Tone Dark

.
lighter skin has generally been preferred in most cultures and races.
Exceptions in modern times in Western culture, where a tanned skin is often
considered more attractive 1,2,3,4,5
Tanned skin has been shown in the United States to be viewed both as more
attractive and more healthy than pale skin.1,2,3,4
Though sun-tanned skin used to be associated with the sun-exposed manual labor
of the lower-class, the associations became dramatically reversed in the
mid-20th century, a change usually credited to the trendsetting French woman
Coco Chanel making tanned skin seem fashionable, healthy and luxurious 6
Today, and in much of the West, though tanned skin remains desirable, lighter
skin is often seen as more attractive, especially in African, Asian, and Latin
cultures.
Reference
1 Singer, Merrill, Hans Beyer (28 July 2008) Killer Commodities:
Public Health and the Corporate Production of Harm
2 A.C. Geller; Coldotz G.; Oliveria S; Emmons K; Jongensen C:
Aweh GN; Frazier AL 2002
3 interscience.wiley.com journal abstract
4 nerscience wiley.com journal 119292742 abstract
5 phsysorg.com news 76679966
6 Sharon Koskov 28 May 2007
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11. Hair Color Women

Men consider blond women to be1
more attractive
feminine
emotional3
pleasure seeking3
Girls have blond-hair prevalent preference in primary school2
Brunettes were seen as more intelligent3
Cunningham and his colleagues (1997) regarded fair hair as a cue to neoteny;
assuming that it conveys a message of young age.
Reference:1.:
1. Cunningham et al. 2002, Rich and Cash 1993
12 Baktay-Korsos 1999
Department of Psychology
,University of Pcs, Hungary
evolved mate preferences
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11. Women Hair Bun

enhances femininity
esp among women with less facial attractiveness
or compared to short hair
1
Males prefer a bun (as long hair style & sign of maturity) to short
hair
2
Increases the perceived age in females, compared to long hair
Reference:
1 Mesko and Bereczkei 2004
2 Cunningham et al.51995, Mesko and Bereczkei 2004
Department of Psychology
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11. Hair Men

In males, graying hair and baldness may be adaptive for
the bearers because they induce respect and social
maturity.
Bald men were judged less attractive as romantic
partners but more attractive as mentors
Facial hair signals sexual maturity and dominance, males
with beards were perceived as more aggressive, older, and
less appealing than those with clean-shaven faces2
Reference:
1 Muscarella and Cunningham 1996
2. Muscarella and Cunningham 1996
3 Tamas Bereczkei, Norbert Mesko Department of Psychology
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11. Long Hair

determined,
intelligent,
independent, and
healthy individual,
Maturity
Dominant
Feminine
Senescence features are believed to convey social maturity,
a non-threatening form of dominance, and wisdom
Tamas Bereczkei, Norbert Mesko

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11. Long Hair
long-haired women was rated high, regardless, of whether their facial attractiveness was
valued high or low
Also by:
Young adult males (Cunningham et al. 1995).
Children
Mesko and Bereczkei (2004) found that long and medium-length hairstyles had a significant,
positive effect on womens attractiveness, whereas other hairstyles (short, bun) did not
significantly influence the values of physical beauty.
Males also prefer long hair and a bun (as a particular style of long hairdressing) to short hair
in females, which can be interpreted as a preference for maturity features (Cunningham et al.
51995,
womens self-rated health was found to correlate with the length and quality of their head
hair (Hinsz, Matz, and Patience 2001).
,long and medium-length hairstyles were shown to improve the male raters evaluations of the
female subjects health status; they caused larger change in the health ratings than in other
attributes of attractiveness (sexiness and youthfulness) (Mesko and Bereczkei 2004)

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11. Children Long Hair

Children value and praise long hair and
Children attribute positive features to it, such as1
Vitality
Power
Cheerfulness
A recent study has revealed that long-haired girls in primary
school are more successful than short-haired girls and boys;
they have more friends, are regarded as more popular, and
considered as more attractive2
Reference
2 Baktay-Korsos 1999
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11. Hair Condition

.
Full, shiny, well-kept hair may convey:

health
vitality,
disheveled,, unkempt hair is likely to decrease the womens
facial attractiveness, especially their perceived health.

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11. Short Hair

Males also prefer long hair and a bun (as a particular style of long
hairdressing) to short hair in females, which can be interpreted as a
preference for maturity features Cunningham et al. 1995
Women
Highest valued male:
high neonate quality in the center of the face +
long hair as a maturity feature at the periphery
Least attractive:
maturity character on the center, neonate character at the periphery
high neonate character with short hair:
low neonate character + long hair
low neonate character + short hair.

. Running title: Hairstyles,
Hungary
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11. Short Hair

Short hair rather signals personality traits that are associated with
neoteny:
honest,
caring,
and emotional.
feminine.
Differences in:
self-assurance,
independence,
youth
were not significant

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11. Costs & Genes Hair

Cranial hair maturity character is crucial in attractiveness judgments.
the Good Genes Sexual Selection Model 2
the Zahavi-principle: in order for a feature to reliably signal physical attractiveness it should
be costly.
Since sexual displays on the face, especially estrogen- and testosterone-dependent traits, are
costly steroids are known to negatively affect immunocompetence ,
only people with good genetic conditions (e.g. heterozigozity) can afford to develop them.
Similarly, if the development and maintenance of scalp hair is costly in terms of metabolism
and time allocated for its care, only a fraction of people can afford to grow healthy and long
hair. Indeed, several studies have suggested that during ontogenesis hair formation is very
expensive in that it shows a high13growth rate and requires a high level of energetic
expenditure 3 Since the development of long hair requires a large amount of resources from
the organism, it may reliably signal a high phenotypic and genetic quality of the bearer.

2 Grammer et al. 2003, Johnston et al. 2001, Thornhill and Grammer 1999
3 Dawber, Berker, and Wojnarowska 1998, Ebling, Dawber, and Rook 1986
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12.Youth
men tend to prefer their partner to have neotenic and youthful
features (sign of fertility1) such as 2,3
high, firm breasts
blonde or long and lustrous hair (or a combination of the three)
2,4,5,6
full red lips 7,8,9
clear smooth skin, and
clear eyes
There is an increased emphasis men place on womens looks 10
many women strive to create and maintain a youthful appearance and
accentuate those features associated with youthfulness.
1 Browne KR 2006 Sex power and dominance
2 Las Vegas Weekly Whats in your genes?
3 David M. Buss Tha Handbook of evolutionary
Psychology
4 Carolyn Asome The Times Recession Chic
Why Blondes having more fun
5 Victoria Sherrow, Encyclopedia of Hair, a cultural history
6 David M Buss The Handbook of evolutionary Psychology
7 Louann The female brain Random House 2006
8 New Humanist Red Alert
9 Liebmann-Smith Joan/Egan, Jacqueline Nardi Body Signs
How to be your own diagnostic detective Radom House 2007
10 Jackson LB 1992 State University of New York
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12.Youth
Cross-cultural reproductive success of women is tied to their youth
and physical attractiveness 2
Average age woman is 2,5 years younger than het male partner
As men age, they tend to seek even younger mate 1
US Study found ideal wifes age 16.87 years 3
Men were found most aroused by pictures of young adult females 4
Men evolved to be attracted to women with high child bearing
potential and female fecundity declines after late twenties 5 with
markedly decline after 30 6 end ending at 39-41 even though menopause
occurs in med 50s 7
Reference
1 Buss, David (2003) [1994] The Evolution of Desire
2. Hechter M (2011) Social Norms Russel Sage Foundation pp 300
3 Young J.A. Male age preferences for short term and long term
mating sexualities Evolution & Gender Volume 7 Issue 2 2005
4 Quinsey V.L. The ethiology of Anomalous Sexual Preference in men
Queens University Deperatment Psychology
5 Sex Differences, Development and Evolutionary Strategies
by Linda Mealey and Mother Nature by Sarah Hardy
6 DeCherny A.H. 1982 Female Fecundity and Age.
New England Journal of Medicine
7 Frank O. The end of fertility, age, fecundity and fecundability in women.
In biosocial Science,
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12.Youth
Younger faces can be predicted to look warmer than older faces, while
older faces (which tend to look more masculine;) may be perceived as
more dominant, but less faithful and committed than younger faces.
Evolutionary psychologists further contend that, besides symmetry
and averageness, youthfulness and maturity figure into facial
attractiveness judgments. 1
youthful of slightly immature facial features enhances female
attractiveness, while possessing mature facial characteristics related
to social dominance broad forehead, thick eyebrows, thin lips, large
jaw increases the attractiveness of males 2
.
Reference:1.:
1 Boothroyd et al, 2005
AVG, LICW, May 2011
13. Immune system

MHC Heterozygosity
Associated with good genes we
perceive as attractive
AVG, LICW, May 2011
14. Psychological Attributes

Your self image
level of comfort with yourself
Influences attractiveness
and can make up for physical flaws
Style trumps magic (posture, stature, gait, eye contact, smile warm &
bright)
Charisma
Reference:1.:Eddy Elmer & Jim Houran

Physical Attractiveness in the Workplace
AVG, LICW, May 2011
15. Charisma
The perception of charisma is related
to the amount of focus we get
And directly linked
To attractiveness

AVG, LICW, May 2011
16. Facial Expression

A broad smile, high eyebrows, big pupils = associated with positive emotions and
increase attractiveness in women1
.
A broad smile in men is for women attractive2
Thin, high eyebrows in a bow = associated with being friendly3
High cheekbones, half smile and full red mouth are also seen as attractive.
Expressive features that facilitate nonverbal expressions may also contribute to
the attractiveness of the face. Large smile, dilated pupil, raised eyebrow, etc. are
particularly desirable in females because they may convey excitement, arousal and
receptivity, but also friendliness and warmth4
Reference:
1 Cunningham 1986
2 Cunningham 1990
3 Nakdimen 1984
Running title: Hairstyles, facial attractiveness, evolved mate preferences
AVG, LICW, May 2011
Treatment Objectives
AVG, LICW, May 2011
What is your objective

We want to look the best we can be
The best is an individual objective
Because we cant and dont want to look all the same
The treatment must be individual, tailor made to your

Objectives
Facial features (shape)
Facial expression,
Concerns
Reference:1.:
AVG, LICW, May 2011

Whats your status?
Not every face is the same.
What kind of facial features do you have:
Mature = Credibility
Baby Face = Likeability
Reference:1.:
AVG, LICW, May 2011

Whats your status?
Not every face tells what your true story.
What kind of facial expressions do you have?
According to you
And according to others
Reference:1.:
AVG, LICW, May 2011

Whats your status?
Not everybody feels the same.
What concerns to you have?
Reference:1.:
AVG, LICW, May 2011

Whats your status
Not everybody wants or needs the same.
What do you want to accomplish? What is your treatment objective?
Professional
Aesthetical
Personal
Reference:1.:
AVG, LICW, May 2011

Professional: Trust Likeability Competent
Aesthical: Attractiveness
Personal: Social Beauty
Reference:1.:
AVG, LICW, May 2011
Influence Success
Attractiveness
Relevant for all professions
Likeability
Trust
then
and
equals
Impact
Credibility

AVG, LICW, May 2011
AVG, LICW, May 2011
Keep it real
Unlikeable lines
tired, stress, unhappy
anger
Likeable lines
Crows feet
(glabellar)
Smile lines
People who only smile with their mouth have a fake

smile.
Amiable people have smile lines around their eyes.

Frown lines +
forehead
(glabellar)
Marionette jaw
AVG, LICW, May 2011
Trust
Attractive
Likeable
Reference:1.:
Competent
AVG, LICW, May 2011

If you established
trust, the door is
open
for likeability
Reference: Praise for Axis of Influence

Trust
Communicate Friendliness and

Trustworthiness:
Smile with your eyes
Look around the others eyes no glare
Open posture open palms
Tilt head sideways
Encourage conversation (nod, uh, OK)
AVG, LICW, May 2011
Trust in your face
Trust
Automatic process
In the Amygdala old
Brain:
trust detector = fight or flight
Relaxes:
Baby Face Features
Red Flag:
Analytical Face
Alexander Todorov
AVG, LICW, May 2011
Similarity & Familiarity
Trust
The brain is associative and loves sameness1
Familiarity eases Trust

Similar = Association
2
Association also by archetype :

Marilyn Monroe Adolf Hitler
Similar to you = trust
Reference:
1.Praise for Axis of Influence
2. LeslieZerbowitz, Reading Faces
3. Lisa Debruine, University of Aberdeen
AVG, LICW, May 2011
Likeable
Likeability = for everybody

Keep the crows feet (glabellar) & smile
lines
Treat the frown lines,
Forehead (glabellar) &
Marionette Jaw
Reference:1.:
AVG, LICW, May 2011
Look Likeable
Likeable
A babyface is considered likeable

Face and demeanor:
Open
Warm
Welcoming
Give yourself a more likeable look by shifting to a more rounded smiling
face, smile from the heart, puff up the cheeks and rounded jaw line
Raise yours eyebrows and show excitement
Shave the beard off

AVG, LICW, May 2011
Competent
Credibility
Likeability trumps credibility or competence
Keep the crows feet (glabellar) & smile lines
Treat the frown lines, forehead (glabellar)
&marionette Jaw
Add mature features
Reference:1.:
AVG, LICW, May 2011
Look Credible / Mature Face
Competent
Shift to a more elongated serious face

By simply open or close your mouth
Look scientific by bringing the eyebrows
together
Make eye contact without staring, focused not
roaming the room
Add a goatee or beard
Its serious, attentive and confident
The most credible source is a person like me
Reference:
1. Axis of Influence M. Lovas & P. Holloway
2. Edelman Trust study
AVG, LICW, May 2011

The CEO look Politician Lawyer Look
The mature looking CEO looks more
competent and slightly more attractive,
but less likeable and trustworthy. Baby-faced
people are less likely to become
CEO and look significantly less competent
Reference:1.:
AVG, LICW, May 2011

1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
Attractive
Averageness
Symmetry
Proportions & Position
Shape
Baby face
Mature face
Masculine and Feminine features
Age
Health
Skin tone
Hair
Youth
Psychological Attributes
Charisma
Facial Expressions
Reference:1.:
AVG, LICW, May 2011
Not only for Beauty
Trustworthy
Likeable
Competent
It is the ultimate package deal

For SUCCESS

Likeability
The more attractive the person,

The more likely the person is perceived as
Attractive
Success
Credibility
AVG, LICW, May 2011
Facial Expression
AVG, LICW, May 2011
AVG, LICW, May 2011
AVG, LICW, May 2011
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AVG, LICW, May 2011
AVG, LICW, May 2011
Appendix
AVG, LICW, May 2011
COPYRIGHT 2011 LICW. ALL RIGHTS RESERVED. THE

INFORMATION PROVIDED BY LICW IS NOT INTENDED AS A
SUBSTITUTE FOR PROFESSIONAL MEDICAL ADVICE, DIAGNOSIS, OR
TREATMENT. ALWAYS SEEK PROFESSIONAL MEDICAL ADVICE FROM
YOUR PHYSICIAN OR OTHER QUALIFIED HEALTHCARE PROVIDER WITH
ANY QUESTIONS YOU MAY HAVE REGARDING A MEDICAL CONDITION.
ALL NAMES, LOGOS AND SERVICEMARKS ARE REGISTERED AND/OR
UNREGISTERED TRADEMARKS.
AVG, LICW, May 2011

Social Beauty by Anne-Marie Van Geloven

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Influence Success

AVG, LICW, May 2011

Reference: Axis of Influence

AVG, LICW, May 2011

If you are likeable

Reference: Axis of Influence

AVG, LICW, May 2011

How can I get this?

By making a great first

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AVG, LICW, May 2011

Can I trust him/her?

AVG, LICW, May 2011

Reference: Axis of Influence

AVG, LICW, May 2011

Similarity & Familiarity

Familiarity eases Trust

Association also by archetype :

Similar to you = trust

Trust in your face

AVG, LICW, May 2011

Reference: Axis of Influence

Communicate Friendliness and

AVG, LICW, May 2011

AVG, LICW, May 2011

Reference: 1. Harvard Business Review

Reference: 1. Harvard Business Review

AVG, LICW, May 2011

Reference:1.: Axis of Influence

AVG, LICW, May 2011

AVG, LICW, May 2011

The value of the elements

Reference:1.: Albert Mehrabian

AVG, LICW, May 2011

AVG, LICW, May 2011

Look Credible / Mature Face

Shift to a more elongated serious face

AVG, LICW, May 2011

AVG, LICW, May 2011

AVG, LICW, May 2011

Analytical Face Resembles Angry Face

AVG, LICW, May 2011

AVG, LICW, May 2011

AVG, LICW, May 2011

Reference:1.: Axis of Influence

AVG, LICW, May 2011

Relevant for all professions

Reference: Axis of Influence

AVG, LICW, May 2011

AVG, LICW, May 2011

Familiarity & Similarity

Reference:1.: Axis of Influence

AVG, LICW, May 2011

Implicit Personality Theory 2

AVG, LICW, May 2011

AVG, LICW, May 2011

AVG, LICW, May 2011

Reference:1.: Axis of Influence

AVG, LICW, May 2011

Reference:1.: Axis of Influence

AVG, LICW, May 2011

Reference:1.: Axis of Influence