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Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way?
16 references·0 citing·43 second hop
Nonverbal Communication And Sales Performance: Do High and Low-Performing Sales Students Gesture in the Same Way? (2023)Nonverbal Communication And Sales Perform…Handbook of Research Methods in Social and Personality Psychology (2024)Handbook of Research Methods …Power Posing (2010)Power PosingDrivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)Drivers of sales performance:…Pointing : where language, culture, and cognition meet (2003)Pointing : where language, cu…No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality (2000)No Pain, No Gain: A Critical …Gesture and the process of speech production: We think, therefore we gesture (2000)Gesture and the process of sp…The chameleon effect: The perception–behavior link and social interaction. (1999)The chameleon effect: The per…Emotion, Social Function, and Psychopathology (1998)Emotion, Social Function, and…Direct and indirect effects of three core charismatic leadership components on performance and attitudes. (1996)Direct and indirect effects o…Thin slices of expressive behavior as predictors of interpersonal consequences: A meta-analysis. (1992)Thin slices of expressive beh…The Nature of Rapport and Its Nonverbal Correlates (1990)The Nature of Rapport and Its…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…The Elaboration Likelihood Model of Persuasion (1986)The Elaboration Likelihood Mo…Nonverbal communication in human interaction (1972)Nonverbal communication in hu…The Repertoire of Nonverbal Behavior: Categories, Origins, Usage, and Coding (1969)The Repertoire of Nonverbal B…Inference of attitudes from nonverbal communication in two channels. (1967)Inference of attitudes from n…The Presentation of Self in Everyday Life. (1956)Feeling and thinking: Preferences need no inferences. (1980)Variability in automatic activation as an unobstrusive measure of racial attitudes: A bona fide pipeline? (1995)The Tacit Dimension (1997)SERVICE WITH A SMILE: EMOTIONAL CONTAGION IN THE SERVICE ENCOUNTER. (2001)Cognitive neuroscience of human social behaviour (2003)Handbook of Industrial and Organizational Psychology. (1977)Self-efficacy mechanism in human agency. (1982)Leadership and Performance beyond Expectations (1987)An evaluation of conceptual weaknesses in transformational and charismatic leadership theories (1999)Building a practically useful theory of goal setting and task motivation: A 35-year odyssey. (2002)Work Motivation Theory and Research at the Dawn of the Twenty-First Century (2004)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Job Market Signaling (1973)Agency Theory: An Assessment and Review (1989)The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions (2004)Understanding and Mitigating Uncertainty in Online Exchange Relationships: A Principal–Agent Perspective1 (2007)Signaling Theory: A Review and Assessment (2010)Intrinsic Motivation and Self-Determination in Human Behavior (1985)The Economic Institutions of Capitalism (1987)Intrinsic Motivation and Self-Determination in Human Behavior (1988)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Interorganizational Governance in Marketing Channels (1994)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)A Theory of Social Comparison Processes (1954)Telling more than we can know: Verbal reports on mental processes. (1977)Attitudes, Traits, and Actions: Dispositional Prediction of Behavior in Personality and Social Psychology (1987)Scepticism and uncertainty about climate change: Dimensions, determinants and change over time (2011)This Just In: Fake News Packs A Lot In Title, Uses Simpler, Repetitive Content in Text Body, More Similar To Satire Than Real News (2017)Gesture Paves the Way for Language Development (2005)A New Look at Infant Pointing (2007)Conducting Video Research in the Learning Sciences: Guidance on Selection, Analysis, Technology, and Ethics (2010)The 1982 Interpersonal Circle: A taxonomy for complementarity in human transactions. (1983)Support seeking and support giving within couples in an anxiety-provoking situation: The role of attachment styles. (1992)An Integrated Approach to Communication Theory and Research (2014)Constants across cultures in the face and emotion. (1971)An argument for basic emotions (1992)From Power to Action. (2003)Seeing Black: Race, Crime, and Visual Processing. (2004)Positive affect and the experience of meaning in life. (2006)The Ripple Effect: Emotional Contagion and its Influence on Group Behavior (2002)Social Influence: Compliance and Conformity (2004)The Functional Architecture of Human Empathy (2004)
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References

  • 1999The chameleon effect: The perception–behavior link and social interaction.3,672 cited
  • 1969The Repertoire of Nonverbal Behavior: Categories, Origins, Usage, and Coding3,316 cited
  • 1986The Elaboration Likelihood Model of Persuasion3,202 cited
  • 1972Nonverbal communication in human interaction2,189 cited
  • 2000No Pain, No Gain: A Critical Review of the Literature on Signaling Unobservable Product Quality2,159 cited
  • 2024Handbook of Research Methods in Social and Personality Psychology2,121 cited
  • 1992Thin slices of expressive behavior as predictors of interpersonal consequences: A meta-analysis.1,925 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1996Direct and indirect effects of three core charismatic leadership components on performance and attitudes.1,080 cited
  • 2003Pointing : where language, culture, and cognition meet1,013 cited
  • 1990The Nature of Rapport and Its Nonverbal Correlates960 cited
  • 1967Inference of attitudes from nonverbal communication in two channels.951 cited
  • 2010Power Posing875 cited
  • 1998Emotion, Social Function, and Psychopathology773 cited
  • 2000Gesture and the process of speech production: We think, therefore we gesture

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634 cited
  • 2010Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?630 cited
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