The definitive book of body language

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In recent decades, a very modest number of papers on nonverbal behavior in sales and the service sector have affected the field of study. Nevertheless, a comprehensive conceptual model is missing. Very heterogenous views appear to shape the topic. Scholars have shown that empathy is a crucial factor in interpersonal interaction. In particular, this applies to salesperson-customer interaction. Additionally, researchers found that nonverbal behavior shapes 90 % of mutual understanding and verbal communication hardly has an influence. However, salespersons’ nonverbal behavior has received scant attention in marketing research. This study contributes to the corpus of knowledge by evaluating how the existent research is founded on various intellectual frameworks and by identifying the most important references, authors, themes, and journals, as well as comprehending it in a conceptual model of salespersons nonverbal behavior. To achieve this objective, I examined more than 3,000 publicat.

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