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Journal of Marketing Education
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An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications

Robin T. Peterson

New Mexico State University

This article examines the potential effectiveness of training in nonverbal communication for sales representatives. The literature on this subject was reviewed, and a study using students as sales representatives was conducted to evaluate the potential of training in body language. The research results provide support for the proposition that such training can be of value in academic and practical applications.

Key Words: nonverbal • communication • selling • training • education

Journal of Marketing Education, Vol. 27, No. 2, 143-150 (2005)
DOI: 10.1177/0273475305276627
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N. A. Granitz, S. K. Koernig, and K. R. Harich
Now It's Personal: Antecedents and Outcomes of Rapport Between Business Faculty and Their Students
Journal of Marketing Education, April 1, 2009; 31(1): 52 - 65.
[Abstract] [PDF]