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

Sandra Pauser () and Udo Wagner ()
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Sandra Pauser: University of Vienna
Udo Wagner: University of Vienna

Marketing Letters, 2019, vol. 30, issue 1, No 2, 13-25

Abstract: Abstract Sales research has focused on enhancing selling effectiveness and performance, which largely depends on the abilities and capabilities of the sales force. Interpersonal skills consisting of verbal and nonverbal communication have been identified as a main predictor of sales performance. However, sales researchers face the difficulty of measuring and tracking nonverbal behaviors, since these messages are perceived and processed mainly unconsciously. This field study applies a novel data-collection method in sales research to automatically track nonverbal communication behaviors (i.e., kinesics, paralanguage, and proxemics) of both, the salesperson and the customer, through wearable electronic devices, sociometric badges. The findings indicate positive effects of dynamic (versus restricted/static) nonverbal cues on a salesperson’s charismatic appearance, which, in turn, yields favorable customer responses and sales performance.

Keywords: Sociometric badges; Nonverbal behaviors; Dynamic nonverbal cues; Personal selling; Charisma (search for similar items in EconPapers)
Date: 2019
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DOI: 10.1007/s11002-019-09483-x

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