Nonverbal cues are potentially important determinants of social
impressions in industrial buyer-seller interactions. Yet there is a
lack
of empirical research concerning the effects of nonverbal cues in
industrial selling contexts. This study reports the results of an
experiment designed to assess the impact of salespersons use of five
nonverbal cues (eye gaze, speech hesitations, gestures, clothing, and
posture) on buyers social impressions of the salesperson and the sales
presentation.
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