Source effects in purchase decisions: The impact of physical attractiveness and accent of salesperson

DeShields, Oscar W.; Kara, Ali; Kaynak, Erdener

doi:10.1016/0167-8116(95)00036-4

Cited by 126 publications

(90 citation statements)

References 36 publications

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“…While recent work suggests that perceived attractiveness is less important in leadership judgements derived from facial cues than perceived dominance derived from facial cues (Re & Perrett, 2014) it is, however, associated with success in sales jobs (Ahearne et al, 1999;DeShields, Kara, & Kaynak, 1996). It has been proposed that this effect is due to a contagious effect of beauty that occurs when consumers perceive that a product has been physically touched by a highly attractive person (Argo, Dahl & Morales, 2008).…”

Section: Hypothesis 2a: Dominance and Trustworthiness Will Be More Inmentioning

confidence: 90%

Perceptions of facial dominance, trustworthiness and attractiveness predict managerial pay awards in experimental tasks

Fruhen

Watkins

Jones

2015

The Leadership Quarterly

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Positive associations between physical attractiveness and employee reward are well-documented within the organizational literature. Although the impact of facial cues to trustworthiness and dominance on a number of social outcomes has been established outside of the workplace, the extent to which they affect pay at different managerial levels in addition to attractiveness is yet to be investigated. This paper presents research into this issue using a face payment task for shop floor managers (Retail Managers) and senior managers (Heads of Retail Operations). Evaluations indicated that all three facial cues were positively associated with awarded pay at both managerial levels. Moreover, attractiveness had a significantly stronger link with shop-floor managers' than senior managers' pay, whereas perceived trustworthiness and perceived dominance had significantly stronger links with pay for senior managers than shop-floor managers. It further emerged that women were paid more in this experimental task where pay was awarded solely based on facial features and that the facial features were more predictive of women's than men's pay. Awareness of the role of physical cues in pay awards can be considered by organizations to reduce biases in remuneration. FACIAL CUES AND PAY2

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Section: Hypothesis 2a: Dominance and Trustworthiness Will Be More Inmentioning

confidence: 90%

Perceptions of facial dominance, trustworthiness and attractiveness predict managerial pay awards in experimental tasks

Fruhen

Watkins

Jones

2015

The Leadership Quarterly

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“…Reingen and Kernan (1993), Reingen, Gresham, and Kernan (1980), and Ronkainen and Reingen (1979) found that physically attractive salespersons were perceived more favorably than their less attractive counterparts. Similarly, Deshields, Kara, and Kaynak (1996) found that videotaped presentations for automobile insurance received higher intention ratings when the spokespersons were physically attractive. Caballero, Lumpkin, and Madden (1989), in contrast, found that spokesperson physical attractiveness had no effect on the intention scores of store shoppers who were asked to view a videotaped presentation of either a soft drink or a package of cheeses.…”

Section: Physical Attractiveness Effectsmentioning

confidence: 98%

The effects of the researcher's physical attractiveness and gender on mail survey response

Dommeyer

2007

Psychology and Marketing

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This study examines how using a photo in the cover letter of a mail survey affects mail survey response. A 2 ϫ 2 factorial design was used that manipulated the physical attractiveness and gender of the supposed researcher that was depicted in the cover letter photo. In addition, a control group was used that received a cover letter without a photo. The results revealed the following: (1) a photo of the survey researcher does not enhance the response rate to the survey; (2) in the case of an attractive male researcher, a photo may dampen the response rate; and (3) within the factorial design, the only variable to have an effect on the survey's response rate was the gender variable: Photos depicting female researchers produced a higher response rate than photos depicting male researchers. This study also illustrated that a crude pretest of the survey procedures with students can, in some areas, produce fairly accurate predictions of the results of a field experiment.

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“…In part, higher productivity levels may explain these findings. In some professions, such as sales, attractive people are more successful than unattractive people (DeShields, Kara, & Kaynak, 1996). Attractive people, however, are favored even when their productivity levels are identical to those of less attractive people (Morrow, McElroy, Stamper, & Wilson, 1990).…”

Section: Hypothesesmentioning

confidence: 99%

The Influence of Physical Attractiveness and Gender on Ultimatum Game Decisions

Solnick

Schweitzer

1999

Organizational Behavior and Human Decision Processes

293

161

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Source effects in purchase decisions: The impact of physical attractiveness and accent of salesperson

Cited by 126 publications

References 36 publications

Perceptions of facial dominance, trustworthiness and attractiveness predict managerial pay awards in experimental tasks

Perceptions of facial dominance, trustworthiness and attractiveness predict managerial pay awards in experimental tasks

The effects of the researcher's physical attractiveness and gender on mail survey response

The Influence of Physical Attractiveness and Gender on Ultimatum Game Decisions

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