When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses

Nawar N. Chaker, Doug Walker, Edward L. Nowlin and Nwamaka A. Anaza

Journal of Business Research, 2019, vol. 105, issue C, 98-108

Abstract: Physical attractiveness has been described as a “beauty premium.” Research shows that for leaders, attractiveness is associated with both personal and professional benefits. However, sales research has yet to investigate manager attractiveness. Here, we examine whether and how manager physical attractiveness influences salespeople's perceptions of manager credibility. Using signaling theory, we argue that physical attractiveness is an affect-based signal that induces an emotional connection with the signaler (i.e., manager) ultimately impacting credibility. However, competing theoretical explanations indicate that these relationships are contingent on salesperson experience. Particularly, does manager physical attractiveness matter more to inexperienced or experienced salespeople as it relates to credibility? Interestingly, our findings indicate that experienced salespeople rely more on manager physical attractiveness than their inexperienced colleagues do when assessing manager credibility. We also provide support that affective commitment is the mechanism through which attractiveness influences credibility. These findings suggest that physical attractiveness is an actionable managerial tool.

Keywords: Affective commitment; Attractiveness; Manager credibility; Salesperson experience; Signaling theory (search for similar items in EconPapers)
Date: 2019
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (3)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:105:y:2019:i:c:p:98-108

DOI: 10.1016/j.jbusres.2019.08.004

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