CAN DECEPTION BY SALESPERSONS AND CUSTOMERS BE DETECTED THROUGH NONVERBAL BEHAVIORAL CUES

[1] ALLEN RY, 1984, SELLING DYNAMICS

[2] ALLERHEILIGEN R, 1985, J MACROMARKETING, V5, P4

[3] Baxter J. C, 1982, NONVERBAL COMMUNICAT

[4] NONVERBAL-COMMUNICATION IN MARKETING - TOWARD A COMMUNICATIONAL ANALYSIS [J]. JOURNAL OF MARKETING RESEARCH, 1977, 14 (02) : 169 - 180

[5] CALFEE JE, 1987, ASS CONSUMER RES ANN

[6] CARR AZ, 1968, HARVARD BUS REV, V46, P143

[7] APPLICABILITY OF BIG LIE TECHNIQUE AND LAST CLEAR CHANCE DOCTRINE TO BARGAINING [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1971, 20 (03) : 298 - +

[8] Chonko, 1983, J PERSONAL SELLING S, V3, P41, DOI [10.1080/08853134.1983.10754347, DOI 10.1080/08853134.1983.10754347]

[9] Cialdini RB, 1985, INFLUENCE SCI PRACTI

[10] ON-THE-JOB EXPERIENCE AND SKILL AT DETECTING DECEPTION [J]. JOURNAL OF APPLIED SOCIAL PSYCHOLOGY, 1986, 16 (03) : 249 - 267

[1] ALLEN RY, 1984, SELLING DYNAMICS

[2] ALLERHEILIGEN R, 1985, J MACROMARKETING, V5, P4

[3] Baxter J. C, 1982, NONVERBAL COMMUNICAT

[4] NONVERBAL-COMMUNICATION IN MARKETING - TOWARD A COMMUNICATIONAL ANALYSIS [J]. JOURNAL OF MARKETING RESEARCH, 1977, 14 (02) : 169 - 180

[5] CALFEE JE, 1987, ASS CONSUMER RES ANN

[6] CARR AZ, 1968, HARVARD BUS REV, V46, P143

[7] APPLICABILITY OF BIG LIE TECHNIQUE AND LAST CLEAR CHANCE DOCTRINE TO BARGAINING [J]. JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1971, 20 (03) : 298 - +

[8] Chonko, 1983, J PERSONAL SELLING S, V3, P41, DOI [10.1080/08853134.1983.10754347, DOI 10.1080/08853134.1983.10754347]

[9] Cialdini RB, 1985, INFLUENCE SCI PRACTI

[10] ON-THE-JOB EXPERIENCE AND SKILL AT DETECTING DECEPTION [J]. JOURNAL OF APPLIED SOCIAL PSYCHOLOGY, 1986, 16 (03) : 249 - 267