An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses
Author:
Affiliation:
1. Faculty of Business, Economics and Statistics, University of Vienna, Oskar-Morgenstern-Platz 1, Vienna, 1090, Austria
Publisher
Informa UK Limited
Subject
Management of Technology and Innovation,Human Factors and Ergonomics
Link
https://www.tandfonline.com/doi/pdf/10.1080/08853134.2018.1480383
Reference74 articles.
1. Saving on Discounts through Accurate Sensing – Salespeople's Estimations of Customer Price Importance and Their Effects on Negotiation Success
2. The 30‐Sec Sale: Using Thin‐Slice Judgments to Evaluate Sales Effectiveness
3. Digital learning activities delivered by eloquent instructor avatars
4. Can Charisma Be Taught? Tests of Two Interventions
5. Effects of Absurdity in Advertising: The Moderating Role of Product Category Attitude and the Mediating Role of Cognitive Responses
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