KOREASCHOLAR

BEYOND WORDS: THE RELATIONSHIP BETWEEN SALESPEOPLE’S FACIAL EXPRESSIONS AND CUSTOMER IMPRESSIONS – AN EXPERIMENTAL STUDY

Sandra Pauser, Udo Wagner
  • LanguageENG
  • URLhttp://db.koreascholar.com/Article/Detail/400766
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Global Marketing Conference
2020 Global Marketing Conference at Seoul (2020.11)
pp.282-286
글로벌지식마케팅경영학회 (Global Alliance of Marketing & Management Associations)
Abstract

This research contributes to the sales literature by relating salespeoples’ facial expressiveness (captured by a face reader), to customer responses. Customers impressions are measured in real-time by means of a program analyzer. Results of an experimental study indicate differences in customers’ reactions according to sale peoples’ facial expressiveness.

Keyword
facial expressivenessface readerprogram analyzerpersonal selling
Table Content
ABSTRACT
INTRODUCTION
LITERATURE REVIEW
EMPIRICAL STUDY
DISCUSSION
REFERENCES
Author
  • Sandra Pauser(University of Vienna, Austria) Corresponding author
  • Udo Wagner(University of Vienna, Austria)