An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications

Robin T. Peterson

32 citations0/0 files storedJournal of Marketing Education

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Management and Marketing Education Social Skills and Education Health, Education, and Physical Culture

Abstract

This article examines the potential effectiveness of training in nonverbal communication for sales representatives. The literature on this subject was reviewed, and a study using students as sales representatives was conducted to evaluate the potential of training in body language. The research results provide support for the proposition that such training can be of value in academic and practical applications.

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1985The Determinants of Salesperson Performance: A Meta-Analysis 2003Power moves: Complementarity in dominant and submissive nonverbal behavior.2000Detecting Deceit via Analysis of Verbal and Nonverbal Behavior 2000The role of nonverbal communication in service encounters 2002Applicant Impression Management: Dispositional Influences and Consequences for Recruiter Perceptions of Fit and Similarity 2003Emotional Expressivity and Trustworthiness: The Role of Nonverbal Behavior in the Evolution of Cooperation 2002Research on the Relationship Between Verbal and Nonverbal Communication: Emerging Integrations 2003The Many Faces of a Neutral Face: Head Tilt and Perception of Dominance and Emotion

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