Abstract
This article describes a study in which sales personnel judged the feelings of prospective buyers based upon audio-video tapes illustrating selected combinations of kinesic and vocal cues. Findings revealed significant relationships between the nonverbal cues and perceptions of the prospective buyer's attitude toward a salesperson.
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Schul, P.L., Lamb, C.W. Decoding nonverbal and vocal communications: A laboratory study. JAMS 10, 154–164 (1982). https://doi.org/10.1007/BF02721905
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DOI: https://doi.org/10.1007/BF02721905