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An Initial Evaluation of Industrial Buyers' Impressions of Salespersons' Nonverbal Cues

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Cited by

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2006THE IMPACT OF DECEPTION AND SUSPICION ON DIFFERENT HAND MOVEMENTS66 cited
2014Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing65 cited
2007Nonverbal cues-based first impressions: Impression formation through exposure to static images62 cited
2008Buyers’ Trust of the Salesperson: An Item-Level Meta-Analysis62 cited
2010Can you trust a customer's expression? Insights into nonverbal communication in the retail context60 cited
2011Four Positive Effects of a Salesperson’s Regional Dialect in Services Selling54 cited
2017Customer query handling in sales interactions47 cited
2006Adaptive Selling Behavior: Adding Depth and Specificity to the Range of Adaptive Outputs39 cited
2018The behavioural response of the professional buyer on social cues from the vendor and how to measure it38 cited
2017Allocation of Salespeople's resources for generating new sales opportunities across four types of customers35 cited
2010THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY33 cited
2005An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications32 cited