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Exploring the nonlinear influence of nonverbal dominance in marketing communicators: Instrumental outcomes, social outcomes, and persuasion

Author

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  • Wassili Lasarov

    (Audencia Business School)

  • Ulrich R Orth

    (CAU - Christian-Albrechts-Universität zu Kiel = Christian-Albrechts University of Kiel = Université Christian-Albrechts de Kiel)

  • Jochen Wirtz

    (NUS - National University of Singapore)

  • Mirjam Holm

    (mindline GmbH)

Abstract

Expressions of dominance present potentially powerful nonverbal means for interpersonal marketing communications. Yet, research on the persuasiveness of nonverbal dominance has generated seemingly contradictory results. To reconcile these and establish whether there is a meaningful link between nonverbal dominance and persuasive outcomes, our study integrates nonverbal communication research with the warmth-competence model of social cognition. A field study and five experiments demonstrate that communicators perceived as either low or high in nonverbal dominance will generally be less persuasive than communicators exuding intermediate levels. Underlying this overall bell-shaped influence of dominance on persuasion are two independent pathways: one channeling the effect through instrumental outcomes (competence) and the other through social outcomes (warmth). Consumer focus on instrumental over social outcomes and consumer-communicator homophily represent boundary conditions. These findings suggest that nonlinear relationships may have been overlooked in past research.

Suggested Citation

  • Wassili Lasarov & Ulrich R Orth & Jochen Wirtz & Mirjam Holm, 2023. "Exploring the nonlinear influence of nonverbal dominance in marketing communicators: Instrumental outcomes, social outcomes, and persuasion," Post-Print hal-04184517, HAL.
    • Handle: RePEc:hal:journl:hal-04184517
    DOI: 10.1016/j.jbusres.2023.114201
    Note: View the original document on HAL open archive server: https://audencia.hal.science/hal-04184517v1
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    References listed on IDEAS

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    1. Halkias, Georgios & Diamantopoulos, Adamantios, 2020. "Universal dimensions of individuals' perception: Revisiting the operationalization of warmth and competence with a mixed-method approach," International Journal of Research in Marketing, Elsevier, vol. 37(4), pages 714-736.
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    Cited by:

    1. Liu, Jinghua & Zhao, Jichang, 2024. "Nonverbal communication of dual anchors in live streaming and its effects on sales," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).

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