Decoding nonverbal and vocal communications: A laboratory study
Patrick L. Schul Ph.D., Charles W. Lamb D.B.A.
Journal of the Academy of Marketing Science · 1982 · Volume 10 · Issue 1
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.
Keywords
Nonverbal Behavior, Nonverbal Communication, Film Clip, Vocal Communication, Audio Visual Communication Review
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