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Can Deception by Salespersons and Customers Be Detected Through Nonverbal Behavioral Cues?1
15 references·9 citing·49 second hop
Can Deception by Salespersons and Customers Be Detected Through Nonverbal Behavioral Cues?1 (1989)Can Deception by Salespersons and Custome…Multichannel Integrations of Nonverbal Behavior (2014)Multichannel Integrations of …Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel (2013)Measuring the Importance of E…Nonverbal Communication in Advertising (1989)Nonverbal Communication in Ad…Smiles when lying. (1988)Smiles when lying.The Marketing Concept: What It Is and What It Is Not (1986)The Marketing Concept: What I…Recent Developments in FTC Policy on Deception (1986)Recent Developments in FTC Po…On‐the‐Job Experience and Skill at Detecting Deception1 (1986)On‐the‐Job Experience and Ski…The Influence of Culture on the Process of Business Negotiations: An Exploratory Study (1985)The Influence of Culture on t…Influence : science and practice (1985)Influence : science and pract…Personal selling : theory, research, and practice (1984)Personal selling : theory, re…Humans as Lie Detectors (1980)Humans as Lie DetectorsBehavioral roots of person perception: The deception judgments of customs inspectors and laymen. (1980)Behavioral roots of person pe…Telling lies. (1979)Telling lies.Nonverbal Communication in Marketing: Toward a Communicational Analysis (1977)Nonverbal Communication in Ma…Some referents and measures of nonverbal behavior (1968)Some referents and measures o…Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way? (2023)Nonverbal Communication And S…Descartes Versus Spinoza: Truth, Uncertainty, and Bias (2015)Descartes Versus Spinoza: Tru…ALIED: Humans as adaptive lie detectors. (2015)ALIED: Humans as adaptive lie…Shopping under the Influence: Nonverbal Appearance‐Based Communicator Cues Affect Consumer Judgments (2014)Shopping under the Influence:…The Effects of Online Rating Validity on Decision Performance (2007)The Effects of Online Rating …"Intuitive" Lie Detection of Children's Deception by Law Enforcement Officials and University Students. (2004)"Intuitive" Lie Detection of …SEEING AND BELIEVING: VISUAL ACCESS AND THE STRATEGIC USE OF DECEPTION (2002)SEEING AND BELIEVING: VISUAL …The Effects of Cognitive Capacity and Suspicion on Truth Bias (1997)The Effects of Cognitive Capa…Effects of Importance of Success and Expectations for Success on Effectiveness at Deceiving (1991)Effects of Importance of Succ…AN EXPLORATION OF DECEPTION AS A COMMUNICATION CONSTRUCT (1974)Detecting deception from the body or face. (1974)Verbal and Nonverbal Communication of Deception (1981)Effects of actual deception and suspiciousness of deception on interpersonal perceptions. 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(1958)Judgment under Uncertainty: Heuristics and Biases (1975)Interpersonal deception: V. Accuracy in deception detection (1994)Interpersonal deception: XII. Information management dimensions underlying deceptive and truthful messages (1996)Police lie detection accuracy: The effect of lie scenario. (2009)Nonverbal Leakage and Clues to Deception † (1969)Facial Action Coding System (1978)Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage (1985)Is “service with a smile” enough? Authenticity of positive displays during service encounters (2004)Are All Smiles Created Equal? How Emotional Contagion and Emotional Labor Affect Service Relationships (2006)On the costs and benefits of emotional labor: A meta-analysis of three decades of research. (2011)Social Marketing: An Approach to Planned Social Change (1971)Principles of Marketing (1972)Marketing as Exchange (1975)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)The Effect of a Market Orientation on Business Profitability (1990)Market Orientation: Antecedents and Consequences (1993)A Focus Theory of Normative Conduct: A Theoretical Refinement and Reevaluation of the Role of Norms in Human Behavior (1991)SURVEY RESEARCH (1999)Misinformation and Its Correction (2012)The motivational impairment effect in the communication of deception: Replications and extensions (1988)Lie detection across cultures (1990)Machiavellianism and Economic Opportunism (2007)Power displays between women and men in discussions of gender-linked tasks: A multichannel study. (1988)Nonverbal Expectancies and the Evaluative Consequences of Violations (1990)Reviews without a Purchase: Low Ratings, Loyal Customers, and Deception (2014)
this work references cited by second hop

References

  • 1985Influence : science and practice3,573 cited
  • 1988Smiles when lying.624 cited
  • 1986The Marketing Concept: What It Is and What It Is Not589 cited
  • 1968Some referents and measures of nonverbal behavior511 cited
  • 2014Multichannel Integrations of Nonverbal Behavior318 cited
  • 1980Humans as Lie Detectors273 cited
  • 1985The Influence of Culture on the Process of Business Negotiations: An Exploratory Study241 cited
  • 1986On‐the‐Job Experience and Skill at Detecting Deception1235 cited
  • 1980Behavioral roots of person perception: The deception judgments of customs inspectors and laymen.183 cited
  • 1979Telling lies.172 cited
  • 1989Nonverbal Communication in Advertising137 cited
  • 2013Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel101 cited
  • 1986Recent Developments in FTC Policy on Deception87 cited
  • 1977Nonverbal Communication in Marketing: Toward a Communicational Analysis67 cited
  • 1984Personal selling : theory, research, and practice37 cited

Cited by

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2004
"Intuitive" Lie Detection of Children's Deception by Law Enforcement Officials and University Students.
90 cited
  • 2002SEEING AND BELIEVING: VISUAL ACCESS AND THE STRATEGIC USE OF DECEPTION76 cited
  • 2015ALIED: Humans as adaptive lie detectors.59 cited
  • 1997The Effects of Cognitive Capacity and Suspicion on Truth Bias59 cited
  • 1991Effects of Importance of Success and Expectations for Success on Effectiveness at Deceiving55 cited
  • 2015Descartes Versus Spinoza: Truth, Uncertainty, and Bias29 cited
  • 2014Shopping under the Influence: Nonverbal Appearance‐Based Communicator Cues Affect Consumer Judgments20 cited
  • 2023Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way?6 cited
  • 2007The Effects of Online Rating Validity on Decision Performance0 cited