Body Language and Consumer Persuasion
Evidence from Jordan
DOI:
https://doi.org/10.31686/ijier.vol4.iss10.608Keywords:
body language, identification, eye contact, gestures , body distance, Consumer persuasionAbstract
This study aim to investigate of body language in terms of eye contact, gestures or body distance, and the ir impact on persuasion. The study was conducted in 2016 using surveys, which were distributed randomly among students in “Jordanian Universities”, using Google form. To achieve the purpose of the study, and in order to analyze the results, the researchers use simple linear regression and multiple linear regression analysis provided by SPSS 22. The results of the study indicated an impact of body language on consumer persuasion in Jordan use of body language factors (eye contact, gestures, and body
distance ).
References
Addis, B. R. (1966). The relationship of physical interpersonal distanc
e to sex, race, and age.
Unpublished master’s thesis, University of Oklahoma.
AlAdham, M., Qasem, M., Al
Nimer, M., & Yousef, A. A. (2015). The Impact of Marketing Strategy on
Profitability in Medical Jordanian Corporations. International Business Research , 8(11), 61.
http://dx.doi.org/10.5539/ibr.v8n11p61. DOI: https://doi.org/10.5539/ibr.v8n11p61
Alsheikh, E. Y., aladham, M. A., Qasem, M. F., & Yousef, A. A. (2016). Factors Affecting Corporate Tax
Evasion: Evidence from Jordan. International Journal for Innovation Education and Research, 4(6).
An
dersen, P. A., Guerrero, L. K., Buller, D. B., & Jorgensen, P. F. (1998). An empirical comparison of
three theories of nonverbal immediacy exchange. Human Communication Research, 24(4), 501 536.
Argyle, M., & Dean, J. (1965). Eye
contact, distance, and aff i liation. Sociometry, 28, 289 304. DOI: https://doi.org/10.2307/2786027
Bailenson, J. N., Blascovich, J., Beall, A. C., & Loomis, J. M. (2001). Equilibrium theory revisited:
Mutual gaze and personal space in virtual environments. Presence: Teloperators and Virtual
Environments, 10, 583 598.
Buffington, S. (2006). Eight essential attributes of effective selling. Retrieved from
http://www.coremap.com/article essential8sales.htm
Burgoon, Judee K., Norah E. Dunbar and Chris Segrin. 2002. Nonverbal Influence, DOI: https://doi.org/10.4135/9781412976046.n23
Http://sage ereference.com/hdbk_persua sion/Article_n23.html.
Costa, M., Dinsbach, W., Manstead, A., & Bitti, P. (2001). Social presence, embarrassment, and
nonverbal behavior. Journal of Nonverbal Behavior, 25 (4), 225 240.
Coulson, M. (2004). Attributing emotion to static body postures: Recog DOI: https://doi.org/10.1023/B:JONB.0000023655.25550.be
nition accuracy, confusions, and
viewpoint dependence. Journal of Nonverbal Behavior, 28 (2), 117 139.
Dainty, A., Moore, D., and Murray, M. (2006). Communication in Construction; Theory and Practice. DOI: https://doi.org/10.4324/9780203358641
London & New York: Taylor and Francis, 2006.
DePaulo, B
.M., Lindsay, J.J., Malone, B.E., Muhlenbruck, L., Charlton, K., & Cooper, H. (2003). Cues to
deception. Psychological Bulletin, 129, 74 118.
Dumbrava, G., Koronka, A. (2009). “Actions Speak Louder Than Words
Body language in Business
Communication.” Annua l of University of Petroşani, Economics, no.9(3), 249 254.
Dvornik, Srđan ur, and Milan, Mirić, 1989. Aristotel: Retorika. Zagreb: ITP 'NAPRIJED'.
Ekman, P. (1992). Facial expressions of emotions: new findings, new questions. Psychological Science, DOI: https://doi.org/10.1111/j.1467-9280.1992.tb00253.x
, 34 3 8.
Ekman, P., & Friesen, W. V. ( 1975). Unmasking the Heap, N. A. (1976). Private correspondence. face: A
guide to recognizing emotions from fad expression. Englewood Cliffs, NJ: Prentice Hall.
Ekman, P., & Rosenberg, E. (2005). What the face reveals: Basi
c and applied studies of spontaneous
expression using the facial action coding system (facs). Oxford University Press.
Ekman, P., & Rosenberg, E.L. (Eds.) (2001). What the Face Reveals: Basic and Applied Studies of
Spontaneous Expression Using the Facial A ction Coding System (FACS) (2nd ed.). Oxford: Oxford
University Press.
Fennis, B.M. (2006). Distressed deception and duping delight: a bipartite model of nonverbalcommunication in social influence settings. Unpublished manuscript, University of Twente, Th
e
Netherlands.
Fennis, M. B., Stel, M. (2011). “The Pantomime of Persuasion: Fit Between Nonverbal Communication DOI: https://doi.org/10.1016/j.jesp.2011.02.015
and Influence Strategies.” Journal of Experimental Social Psychology, no.47, 806 810.
Greenberg, H.M., Weinstein, H.P. & Sidler, G. (1996). Bes
t Producers Share Many Personality Traits,
Best’s Review Prop/Casualty, vol. 97, no. 4, Aug., pp. 48 52.
Hall, A. J., Gunnery, S. D., Andrejewski. S. A. (2011). “Nonverbal Emotion Displays, Communication
Modality, and the Judgement of Personality.” Journal of Research in Personality, no.45, 77 83
Hall, E. (1959). The silent language. Doubleday.
Hall, E. T. (1966). The hidden dimension. New York: Doubleday.
Hayes, J. (2002). Interpersonal skills at work (2nd Edition). Hove: Routledge. DOI: https://doi.org/10.4324/9780203465783
Hemmerdinger, Jonathan
(2008), The Science of Persuasion. EBSCO HOST. 19(6), 23 25.
Hodler, R., Loertscher, S., & Rohner, D. (2014). Persuasion, binary choice, and the costs of dishonesty. DOI: https://doi.org/10.1016/j.econlet.2014.05.013
Economics Letters, 12 (2), 195 198.
Knapp, M. L. ( 1978). Nonverbal communication in lruma DOI: https://doi.org/10.1111/j.1468-2958.1978.tb00616.x
n interaction. New York: Holt, Rinehart &
Winston.
Knapp, M., & Hall, J. (1972). Nonverbal communication in human interaction. Harcourt Brace College
Publishers.
Knapp, M., & Hall, J. (1972). Nonverbal communication in human interaction. Harcourt Brace Col
lege
Publishers.
Knapp, Mark L., and Judith A. Hall. 2002. NVC in Human Interaction. Toronto: Thomson Learning.
Kristof
Brown, Amy, Murray R. Barrick and Melinda Franke. 2002. Applicant Impression Management:
Dispositional Influences and Consequences for R ecruiter Perceptions of Fit and Similarity. Journal of
Management (28): 27 46.
Kunda, Z. (1999). Social cognition. MIT Press. DOI: https://doi.org/10.7551/mitpress/6291.001.0001
Lamont, L.M. & Lundstrom, W.J. (1977). Identifying Successful Industrial Salesmen by Personality and DOI: https://doi.org/10.2307/3151192
Personal Characteristics, Jou rnal of Marketing Research, vol. 14, Nov.
Leathers, D. ( 1986). Successful nonverbal communication: Principles ad applications. New York:
Macmillan.
Leathers, D. G., & Eaves, M. (2015).
Successful nonverbal communication: Principles and applications .
Routl edge.
Leimbach, M. (1994). Interpersonal skills key to sales performance The Free Library. Retrieved from
http://www.thefreelibrary.com/Interpersonal skills key to sales performance. a016531660.
Leventhal, G., & Matturro, M. (1980). Differential effects o
f spatial crowding and sex on behavior.
Perceptual and Motor Skills, 51, 111 119.
Lott, D., & Sommer, R. (1967). Seating arrangements and status. Journal of Personality and Social DOI: https://doi.org/10.1037/h0024925
Psychology, 7 (1), 90 95.
Makodia, Vipul V. (2009), Role of Body Language in
Communication. Paradise Publisher, New Delh.
Available: http://trove.nla.gov.au/work/157668890. Last Accessed: December 5, 2013.Manusov, Valerie and Adam Jaworski. 2006. Casting Nonverbal Behavior in Media: Representations and
Responses. Http://sageeref erence. com/hdbk_nonverbalcomm/Article_n13.html.
Mayer, D. & Greenberg, H.M. (1964). What Makes a Good Salesman? Harvard Business Review, vol. 42,
Jul. Aug., pp. 119 125.
McMurry, R.N. (1961). The Mystique of Super
Salesmanship. Harvard Business Review, Ma r. Apr., pp.
122.
McMurtray, J. W. (2000). Exploring that other space. Ad Astra, 12(1), 38
Mehrabian, Albert. 1972. NVC. Los Angeles: University of California.
Mirić, Milan, and Dvornik, Srđan ur, 1989. Aristotel: Retorika. Zagreb: ITP 'NAPRIJED'.
Murphy, Nora A. 2007. Appearing Smart: The Impression Management of Intelligence, Person Perception DOI: https://doi.org/10.1177/0146167206294871
Accuracy, and Behavior in Social Interaction. Personality and Social Psychology Bulletin 33 (3):
339.
Pelham, Libby (2012), Body Language and Politicians. Available:
http://www.bodylanguageexpert.co.uk/body language politicians.html. Last Accessed: December 2,
Pepper, A. (2006). Basic Sales skills: How Effective
are you at Selling?. Retrieved from
http://ezinearticles.com/?Basic Sales skills: How Effective are you atSelling?&id=214079.
Peterson, Robin T. 2005. An Examination of the Relative Effectiveness of Training in NVC: Personal DOI: https://doi.org/10.1177/0273475305276627
Selling Implications. Journal of Marketing Education 27 (2): 143 150.
Poggi, I. (2007). Mind, hands, face and body: A goal and belief view of multimodal communication.
Weidler Buchverlag Berlin.
Poggi, I. (2007). Mind, hands, face and body: A goal and belief view of multimodal communi
cation.
Weidler Buchverlag Berlin.
Qasem, M. F., Abukhadijeh, M. A., & AlAdham, M. A. (2016). Customer Relationship Management and
Customer Retention in Jordanian Bank. International Business Research, 9(9).
http://dx.doi.org/10.5539/ibr.v9n9p41 DOI: https://doi.org/10.5539/ibr.v9n9p41
Rane, D.B.
(2010). “Effective Body Language for Organizational Success” The IUP Journal of Soft
Skills, Vol. IV, No. 4
Remland, Martin S. 2006. Uses and Consequences of NVC in the Context of
OrganizationalLife.Http://sage, reference.com/hdbk_nonverbalcomm/Article_n2 6.html.
Richmond, V., & McCroskey, J. (1995). Nonverbal behaviors in interpersonal relations. Allyn and Bacon.
Richmond, V., & McCroskey, J. (1995). Nonverbal behaviors in interpersonal relations. Allyn and Bacon.
Richmond, Virginia P., Joan S. Gorham and
James C.McCroskey. 1987. The Relationship Between
Selected Immediacy Behaviors and Cognitive Learning. V Communication yearbook 70, ur. M. A.
McLaughlin, 574 590. Newbury Park, CA: Sage.
Ro’sing, I. (2003). The gender of space. Philosophy and Geography, 6, DOI: https://doi.org/10.1080/1090377032000114642
211.
Robbins, Clare C. 2007. Knowledge, Expertise, and Credibility in the Courtroom: Perceptions of
Attorneys' Dynamic Nonverbal Cues. Boston: Boston College.
Rus, Velko S. and Marga Kocmur. 1993. Vpliv različnih neverbalnih načinov komuniciranja inkomunikacijskih ciljev na zaznavo socialne distance in evaluacijo v komunikaciji. Psihološka obzorja 93
(1): 31 44.
Slagell, Amy. 2007. Public Speaking. Http://sagee
reference. com/communication/Article_n22.html.
Stewart, J. Charles. 2007. Interviewing. Http://sageereference. com/communication/Article_n21.html.
Snyder, C. R., & Endelman, J. R. (1979). Effects of degree of interpersonal similarity on physical
distance a nd self reinforcement theory predictions. Journal of Personality, 47, 492 505.
Spring (1993). Four dimensions of sales productivity. Entrepreneur. Retrieved from
http://www.entrepreneur.com/tradejournals/article/13859 031.html.
Stock, J. Van den, Righart,
R., & Gelder, B. de. (2007). Body expressions influence recognition of
emotions in the face and voice. Emotion, 7 (3), 487 494.
Stuart, Cristina (1992), How to Be an Effective Speaker, (2nd ed.), NTC Business Books, a division of
NTC Publishing Group: Unit ed States of America.
Templeton, Ashley (2010), Body Language. Published Master Degree, Corcoran College of Art + Design,
Washington DC, U.S.A.
Terneus, S. K., & Malone, Y. (2004). Proxemi
cs and kinesics of adolescents in dual gender groups.
Guidance and Counseling, 19, 118 123.
The Speech That Made Obama President (2012). Youtube. Video 1. Available:
http://www.youtube.com/watch?v=OFPwDe22CoY. Last Accessed: December 15, 2013.
Tsai, Wei
C hi, Chien Cheng Chen and Su Fen Chiu. 2005. Exploring Boundaries of the Effects of
Applicant Impression Management Tactics in Job Interviews. Journal of Management 31 (1): 108 125.
Vintean, A. (2007). Non Verbal Communication in Business Life. MPRA Paper N
o6732
RECENZII/REVIEW.
Werner, C. M. (1987). Home interiors: A time and place for interpersonal relationships. Environment and DOI: https://doi.org/10.1177/0013916587192005
Behavior, 19, 169 179.
Zhou, H., Tingpin, Z. (2008). “Body Language in Business Negotiation.” International Journal of DOI: https://doi.org/10.5539/ijbm.v3n2p90
Business a nd Management, Vol.3 no.2, 90 96.
Downloads
Published
Issue
Section
License
Copyright (c) 2016 Mohammed Abdallah Abukhadijeh, Moh'd Fayez Qasem, Mohammad "Abd Alaffo" AlAdham
This work is licensed under a Creative Commons Attribution-NoDerivatives 4.0 International License.
Copyrights for articles published in IJIER journals are retained by the authors, with first publication rights granted to the journal. The journal/publisher is not responsible for subsequent uses of the work. It is the author's responsibility to bring an infringement action if so desired by the author for more visit Copyright & License.
