A wearable sales assistant: capturing dynamic nonverbal communication behaviors using sensor technology

Pauser, Sandra; Wagner, Udo

doi:10.1007/s11002-019-09483-x

Cited by 12 publications

(5 citation statements)

References 26 publications

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Section: Data Collection (Phase 2) and Reanalysis Of Measuresmentioning

confidence: 94%

“…The nomological validity of the newly developed charismatic-guiding scale was verified. A previous study found that perceived charisma was positively correlated with customer response (Pauser and Wagner 2019). Accordingly, this study adopted the three-item customer satisfaction scale proposed by Oliver (1997) to examine the nomological validity of the proposed scale.…”

Section: Methodsmentioning

confidence: 99%

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Charismatic Tour-Guiding: Scale Development and Validation

Teng

Tsaur

2021

Journal of Travel Research

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Charismatic leadership has been conceptualized as a signaling process whereby a leader influences followers to achieve effective management. Although there have been many studies on charismatic leadership, no scale exists to measure tour leaders’ charismatic guiding. Thus, the purpose of this study was to develop a valid and reliable charismatic-guiding scale for tour leaders, from the perspectives of both tour leaders and tour members. Through a rigorous development process, the study’s 20-item, 4-dimensional tour leaders’ charismatic-guiding scale was proven to be valid and reliable. The novel scale may function as a tool for tour leaders to measure their charismatic guiding as well as for travel agencies in their assignment of tour leaders. This study applied charismatic leadership theory to tourism, furthering knowledge of charismatic guiding in tour leaders and establishing a foundation for future theoretical development.

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Section: Data Collection (Phase 2) and Reanalysis Of Measuresmentioning

confidence: 94%

Section: Methodsmentioning

confidence: 99%

Charismatic Tour-Guiding: Scale Development and Validation

Teng

Tsaur

2021

Journal of Travel Research

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“…Fabbri, 2016) and marketing (e.g. Dion and Bonnin, 2004; Pauser and Wagner, 2019) focus on this field. Proxemics is based on measuring the so-called socio-spatial distance, which we use here to study the effects of spacing between customers who do not know each other a priori: fellow-customers.…”

Section: Theoretical Background To the Application Of The Methodsmentioning

confidence: 99%

Applying Mantel’s spatial method to the case of restaurants

Clauzel

2020

Recherche et Applications en Marketing (English Edition)

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Most conventional spatial analysis approaches that are used to study the effects of interpersonal spacing are positioned on urban geographical scales and are, therefore, applicable to open spaces. This article presents the challenges and limitations of the Mantel method, which is particularly appropriate for co-presence situations in enclosed spaces, and also shows how it is implemented. Traditionally used in biostatistics and ecology, the method is deployed here for the first time in the field of consumer behaviour. When applied to the case of restaurants, it helps to identify the effects of (here, socio-spatial) distance on the greater or lesser similarity of choices between customer groups and their spending. Because it allows a high degree of use across disciplines, particularly in management sciences, the Mantel method may interest practitioners seeking to (re-)arrange shared spaces, such as workspaces, shows, aeroplane areas, spas or condominium meetings.

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“…Interpersonal skills, encompassing both verbal and non-verbal communication, were recognized as a primary predictor of sales performance [6]. However, researchers in the field of sales encountered challenges in assessing and monitoring non-verbal behaviors due to their predominantly unconscious perception and processing [7]. These modes of communication are evident in the marketing of diverse products and services, serving to demonstrate the persuasive abilities of sellers in attracting customers effortlessly and effectively.…”

Section: Conceptual Frameworkmentioning

confidence: 99%

Verbal and Non-Verbal Marketing Strategies of Vegetable Vendors During Market Day in Aborlan, Public Market

Tulukan,

Saldevia,

Palermo

et al. 2024

FMS

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The study was conducted to evaluate both the verbal and non-verbal marketing strategies employed by vegetable vendors during Market Day at Aborlan Public Market. The study also aimed to assess the advantages and effects of these strategies on the business, as well as to identify the challenges encountered in vegetable marketing. Employing a descriptive method, the respondents consisted of vegetable vendors present at Aborlan Public Market during Market Day, selected based on their availability for interviews. The study revealed that vegetable vendors derived benefits from the implementation of their chosen verbal and non-verbal marketing strategies. These strategies proved effective in attracting buyers, promoting products, building relationships with customers, and fostering customer retention. Furthermore, the utilization of these strategies enabled vegetable vendors to enhance their sales performance.

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A wearable sales assistant: capturing dynamic nonverbal communication behaviors using sensor technology

Cited by 12 publications

References 26 publications

Charismatic Tour-Guiding: Scale Development and Validation

Charismatic Tour-Guiding: Scale Development and Validation

Applying Mantel’s spatial method to the case of restaurants

Verbal and Non-Verbal Marketing Strategies of Vegetable Vendors During Market Day in Aborlan, Public Market

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