SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications
16 references·4 citing·56 second hop
An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications (2005)An Examination of the Relative Effectiven…Who Is the Boss and Who Is Not? Accuracy of Judging Status (2004)Who Is the Boss and Who Is No…The Many Faces of a Neutral Face: Head Tilt and Perception of Dominance and Emotion (2003)The Many Faces of a Neutral F…Power moves: Complementarity in dominant and submissive nonverbal behavior. (2003)Power moves: Complementarity …Emotional Expressivity and Trustworthiness: The Role of Nonverbal Behavior in the Evolution of Cooperation (2003)Emotional Expressivity and Tr…Research on the Relationship Between Verbal and Nonverbal Communication: Emerging Integrations (2002)Research on the Relationship …Applicant Impression Management: Dispositional Influences and Consequences for Recruiter Perceptions of Fit and Similarity (2002)Applicant Impression Manageme…An Initial Evaluation of Industrial Buyers' Impressions of Salespersons' Nonverbal Cues (2002)An Initial Evaluation of Indu…The Social Psychophysics of Cooperation: Nonverbal Communication in a Public Goods Game (2001)The Social Psychophysics of C…The Role of Non-verbal Communication in Service Encounters: A Conceptual Framework (2001)The Role of Non-verbal Commun…The role of nonverbal communication in service encounters (2000)The role of nonverbal communi…Detecting Deceit via Analysis of Verbal and Nonverbal Behavior (2000)Detecting Deceit via Analysis…An empirical investigation of the impact of non‐verbal communication on service evaluation (2000)An empirical investigation of…Why visual and vocal interview cues can affect interviewers' judgments and predict job performance. (1999)Why visual and vocal intervie…The Importance of Nonverbal Cues in Judging Rapport (1999)The Importance of Nonverbal C…Nonverbal cues and interpersonal judgments: Participant and observer perceptions of intimacy, dominance, composure, and formality (1999)Nonverbal cues and interperso…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Do AI Role Plays Improve Sales Performance? Evidence from a Longitudinal Field Study (2025)Do AI Role Plays Improve Sale…A framework for transitioning brand trust to brand love (2023)A framework for transitioning…The Effect of Nonverbal Signals on Student Role-Play Evaluations (2011)The Effect of Nonverbal Signa…Drama in the Classroom: How and Why Marketing Educators Can Use Nonverbal Communication and Enthusiasm to Build Student Rapport (2008)Drama in the Classroom: How a…The expression of the emotions in man and animals. (1872)Facial Action Coding System (1978)Core affect, prototypical emotional episodes, and other things called emotion: Dissecting the elephant. (1999)A socio-relational framework of sex differences in the expression of emotion (2009)The Psychology of Social Status (2014)How Social Status Shapes Person Perception and Evaluation: A Social Neuroscience Perspective (2017)The Repertoire of Nonverbal Behavior: Categories, Origins, Usage, and Coding (1969)Verbal and Nonverbal Communication of Deception (1981)Telling Lies: Clues to Deceit in the Marketplace, Politics, and Marriage (1985)Cognitive mechanisms underlying lying to questions: response time as a cue to deception (2003)Detecting True Lies: Police Officers' Ability to Detect Suspects' Lies. (2004)Paraverbal indicators of deception: a meta‐analytic synthesis (2006)The genetical evolution of social behaviour. I (1964)The Selfish Gene (1976)The impact of positive mood on trust in interpersonal and intergroup interactions. (2010)Nonverbal synchrony of head- and body-movement in psychotherapy: different signals have different associations with outcome (2014)Heterogeneity of long-history migration explains cultural differences in reports of emotional expressivity and the functions of smiles (2015)Feeling and thinking: Preferences need no inferences. (1980)The Service Encounter: Diagnosing Favorable and Unfavorable Incidents (1990)A Multistage Model of Customers' Assessments of Service Quality and Value (1991)Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction (2005)The Influence of Angry Customer Outbursts on Service Providers' Facial Displays and Affective States (2007)Factors that influence new generation candidates to engage with and complete digital, AI-enabled recruiting (2019)Personality inference from voice quality: The loud voice of extroversion (1978)Social markers in speech (1979)Initial comparisons of patterned behavior description interviews versus unstructured interviews. (1982)What makes a good team player? Personality and team effectiveness. (2006)Physical Attractiveness Biases in Ratings of Employment Suitability: Tracking Down the “Beauty is Beastly” Effect (2010)Preparatory power posing affects nonverbal presence and job interview performance. (2015)Perception and the Representative Design of Psychological Experiments (1956)Pragmatics of Human Communication: A Study of Interactional Patterns, Pathologies, and Paradoxes. (1969)Interpersonal Perception: A Social Relations Analysis (1988)Beliefs about the nonverbal expression of social power (2005)Communicating affection: interpersonal behavior and social context (2007)Let the Avatar Brighten Your Smile: Effects of Enhancing Facial Expressions in Virtual Environments (2016)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)A simplest systematics for the organization of turn-taking for conversation (1974)A simplest systematics for the organization of turn-taking for conversation (1974)Can You Hear Me Now? The Impact of Voice in an Online Gaming Community (2007)Emotional and interpersonal competencies and leader development (2007)Beyond Words: Using Nonverbal Communication Data in Research to Enhance Thick Description and Interpretation (2013)Handbook of Industrial and Organizational Psychology. (1977)EQS : structural equations program manual (1989)THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)Must "Service With a Smile" Be Stressful? The Moderating Role of Personal Control for American and French Employees. (2005)Measuring faking in the employment interview: Development and validation of an interview faking behavior scale. (2007)The employment interview: A review of current studies and directions for future research (2009)Sociobiology: The New Synthesis. (1976)The chameleon effect: The perception–behavior link and social interaction. (1999)Power, Distress, and Compassion (2008)Presentation of Self in Everyday Life, the (2008)Interpersonal Stratification: Status, Power, and Subordination (2010)Status Conflict in Groups (2011)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)
this work references cited by second hop

References

  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 2003Power moves: Complementarity in dominant and submissive nonverbal behavior.635 cited
  • 2000Detecting Deceit via Analysis of Verbal and Nonverbal Behavior385 cited
  • 2000The role of nonverbal communication in service encounters322 cited
  • 2002Applicant Impression Management: Dispositional Influences and Consequences for Recruiter Perceptions of Fit and Similarity274 cited
  • 2003Emotional Expressivity and Trustworthiness: The Role of Nonverbal Behavior in the Evolution of Cooperation222 cited
  • 2002Research on the Relationship Between Verbal and Nonverbal Communication: Emerging Integrations222 cited
  • 2003The Many Faces of a Neutral Face: Head Tilt and Perception of Dominance and Emotion204 cited
  • 1999Nonverbal cues and interpersonal judgments: Participant and observer perceptions of intimacy, dominance, composure, and formality185 cited
  • 1999Why visual and vocal interview cues can affect interviewers' judgments and predict job performance.172 cited
  • 1999The Importance of Nonverbal Cues in Judging Rapport172 cited
  • 2004Who Is the Boss and Who Is Not? Accuracy of Judging Status171 cited
  • 2000An empirical investigation of the impact of non‐verbal communication on service evaluation168 cited
  • 2001The Social Psychophysics of Cooperation: Nonverbal Communication in a Public Goods Game

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

155 cited
  • 2001The Role of Non-verbal Communication in Service Encounters: A Conceptual Framework121 cited
  • 2002An Initial Evaluation of Industrial Buyers' Impressions of Salespersons' Nonverbal Cues105 cited
  • Cited by

    • 2023A framework for transitioning brand trust to brand love30 cited
    • 2008Drama in the Classroom: How and Why Marketing Educators Can Use Nonverbal Communication and Enthusiasm to Build Student Rapport24 cited
    • 2011The Effect of Nonverbal Signals on Student Role-Play Evaluations13 cited
    • 2025Do AI Role Plays Improve Sales Performance? Evidence from a Longitudinal Field Study3 cited