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Influence of salespersons' nonverbal communication cues on consumer shopping behaviour

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  • Das, Gopal

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  • Das, Gopal, 2016. "Influence of salespersons' nonverbal communication cues on consumer shopping behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 199-206.
    • Handle: RePEc:eee:joreco:v:31:y:2016:i:c:p:199-206
    DOI: 10.1016/j.jretconser.2016.02.009
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    References listed on IDEAS

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    1. Turley, L. W. & Milliman, Ronald E., 2000. "Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence," Journal of Business Research, Elsevier, vol. 49(2), pages 193-211, August.
    2. Rui (Juliet) Zhu & Joan Meyers-Levy, 2007. "Exploring the Cognitive Mechanism that Underlies Regulatory Focus Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(1), pages 89-96, April.
    3. Patzer, Gordon L., 1983. "Source credibility as a function of communicator physical attractiveness," Journal of Business Research, Elsevier, vol. 11(2), pages 229-241, June.
    4. Thomas, Gloria Penn, 1992. "The Influence of Processing Conversational Information on Inference, Argument Elaboration, and Memory," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(1), pages 83-92, June.
    5. Orth, Ulrich R. & Bouzdine-Chameeva, Tatiana & Brand, Kathrin, 2013. "Trust during retail encounters: A touchy proposition," Journal of Retailing, Elsevier, vol. 89(3), pages 301-314.
    6. Puccinelli, Nancy M. & Deshpande, Rohit & Isen, Alice M., 2007. "Should I stay or should I go? Mood congruity, self-monitoring and retail context preference," Journal of Business Research, Elsevier, vol. 60(6), pages 640-648, June.
    7. Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
    8. Arnold, Mark J. & Reynolds, Kristy E., 2009. "Affect and Retail Shopping Behavior: Understanding the Role of Mood Regulation and Regulatory Focus," Journal of Retailing, Elsevier, vol. 85(3), pages 308-320.
    9. Gerald J. Gorn & Yuwei Jiang & Gita Venkataramani Johar, 2008. "Babyfaces, Trait Inferences, and Company Evaluations in a Public Relations Crisis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(1), pages 36-49, March.
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    Cited by:

    1. Katakam, Bharath Shashanka & Bhukya, Ramulu & Bellamkonda, Raja Shekhar & Samala, Nagaraj, 2021. "Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers’ impulse purchase behavior – Do the store ambience and salesperson interactions really matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).

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