47
Views
4
CrossRef citations to date
0
Altmetric
Original Articles

Impression management training: Conceptualization and application to personal selling

Pages 126-145 | Published online: 21 May 2009

References

  • Almaney , A. J. and Alwan , A. J. 1982 . Communicating with the Arabs , Prospects Heights, IL : Waveland Press .
  • Andersen , P. A. , Andersen , J. F. and Mayton , S. M. 1985 . The development of nonverbal communication in the classroom: Teachers’ perceptions of students in grades K1–12 . Western Journal of Speech Communication , 49 : 188 – 203 .
  • Anthony , P. K. and Vinson , D. E. 1987 . Nonverbal communication in the courtroom: You don't say! . Trial Diplomacy Journal , 39 : 35 – 37 .
  • Atkinson , M. 1984 . Our master's voices: The language and body language of politics , London : Methuen .
  • Baumeister , R. F. 1982 . A self‐presentational view of social phenomena . Psychological Bulletin , 92 : 3 – 26 .
  • Bixler , S. 1984 . The professional image , New York : Perigee .
  • Burgoon , J. K. , Manusov , V. , Mineo , P. and Hale , J. L. 1985 . Effects of gaze on hiring, credibility, attraction, and relational message interpretation . Journal of Nonverbal Behavior , 9 : 133 – 145 .
  • Burgoon , J. K. and Saine , T. 1978 . The unspoken dialogue , Boston : Houghton .
  • Cody , W. J. and O'Hair , H. D. 1983 . Nonverbal communication and deception due to gender and communicator dominance . Communication Monographs , 50 : 175 – 192 .
  • Cooper , K. 1979 . Nonverbal communication for business success , New York : AMACOM .
  • DeVito , J. A. 1985 . Human communication , 3rd ed. , New York : Harper & Row .
  • Edinger , J. A. and Patterson , J. L. 1983 . Nonverbal involvement and social control . Psychological Bulletin , 93 : 30 – 56 .
  • Erlichman , J. 1982 . Witness to power: The Nixon years , New York : Simon & Schuster .
  • Ekman , P. 1985 . Telling Lies: Clues to deceit in the marketplace, politics, and marriage , New York : W. W. Norton .
  • Ekman , P. and Friesen , W. V. 1982 . Felt, false, and miserable smiles . Journal of Nonverbal Behavior , 6 : 238 – 252 .
  • Friedlander , M. L. and Schwartz , G. S. 1985 . Toward a theory of strategic self‐presentation in counseling and psychotherapy . Journal of Counseling Psychology , 32 : 483 – 501 .
  • Fry , P. S. and Grover , S. C. 1983 . An exploration of the child's perspective: Children's perceptions of parental treatment, personal anxiety, and attributions of blame in single‐parent families . Journal of Psychiatric Treatment and Evaluation , 5 : 353 – 362 .
  • Gifford , R. , Ng , C. F. and Wilkinson , J. 1985 . Nonverbal cues in the employment interview: Links between applicant qualities and interviewer judgments . Journal of Applied Psychology , 70 : 729 – 736 .
  • Gorham , J. 1988 . The relationship between verbal teacher immediacy behaviors and student learning . Communication Education , 37 : 40 – 67 .
  • Gschwandtner , G. 1985 . Nonverbal selling power , Englewood Cliffs, NJ : Prentice‐Hall .
  • Harrigan , J. A. and Rosenthal , R. 1983 . Physicians’ head and body positions as determinants of perceived rapport . Journal of Applied Psychology , 13 : 496 – 509 .
  • Harvey , J. H. and Weary , G. 1984 . Current issues in attribution theory and research . Annual Review of Psychology , 35 : 427 – 459 .
  • Heath , C. C. 1984 . Participation in the medical consultation: The coordination of verbal and nonverbal behavior between the doctor and patient . Sociology of Health & Illness , 6 : 311 – 338 .
  • Holtz , H. 1983 . How to succeed as an independent consultant , New York : John Wiley .
  • Iacocca , L. and Novak , W. 1984 . Iacocca: An autobiography , Toronto : Banton‐Books .
  • Kern , J. M. 1982 . Predicting the impact of assertive, empathetic‐assertive, and nonassertive behavior: The assertiveness of the assertee . Behavior Therapy , 13 : 486 – 498 .
  • King , R. H. and Booze , M. B. 1986 . Sales training and impression management . Journal of Personal Selling and Sales Management , 6 : 51 – 60 .
  • Kleinke , C. L. 1986 . Gaze and eye contact: A research review . Psychological Bulletin , 100 : 78 – 100 .
  • Kramer , H. E. 1980 . The moral dilemma of salesmanship: Sources, modes and moral hierarchies of purposeful communication , Bohemia, NY : Academy of Marketing Science .
  • LaFrance , M. and Mayo , C. 1978 . Cultural aspects of nonverbal communication . International Journal of Intercultural Relations , 2 : 71 – 89 .
  • Lange , A. J. and Jakubowski , P. 1976 . Responsible assertive behavior , Champaigne, IL : Research Press .
  • Leathers , D. G. Ethical considerations for communication consultants and trainers . Paper presented at the Southern Speech Communication Association convention . Houston, TX. April ,
  • Leathers , D. G. 1986 . Successful nonverbal communication , New York : Macmillan .
  • LeVan , E. A. 1984 . Nonverbal communication in the courtroom: Attorney beware . Law & Psychology Review , 8 : 83 – 104 .
  • Linz , D. G. and Penrod , S. 1984 . Increasing attorney persuasiveness in the courtroom . Law & Psychology Review , 8 : 1 – 47 .
  • Main , J. 1985 . How to sell by listening . Fortune , February : 52 – 54 .
  • Mehrabian , A. 1981 . Silent Messages , 2nd ed. , Belmont, CA : Wadsworth .
  • Muehlenhard , C. L. and Scardino , R. J. What will he think? Men's impressions of women who initiate dates and achieve academically . Journal of Counseling Psychology , 32 560 – 569 .
  • O'Sullivan , M. , Ekman , P. , Friesen , W. and Scherer , K. 1985 . What you say and how you say it: The contributions of speech content and voice quality to judgments of others . Journal of Personality and Social Psychology , 48 : 54 – 62 .
  • Patterson , M. L. 1982 . A sequential functional model of nonverbal exchange . Psychological Bulletin , 89 : 231 – 249 .
  • Plax , T. G. , Kearney , P. , McCroskey , J. C. and Richmond , V. P. 1986 . Power in the classroom VI: Verbal control strategies, nonverbal immediacy and effective learning . Communication Education , 35 : 43 – 55 .
  • Pryor , B. and Buchanan , R. 1984 . The effects of a defendant's demeanor on juror perceptions of credibility and guilt . Journal of Communication , 34 : 92 – 99 .
  • Pryor , B. and Leone , C. 1981 . Behavioral stereotypes of deceptive communication . Trial , : 14 – 19 .
  • Rasicot , J. 1986 . Silent sales , Edina, MN : AB Publications .
  • Richmond , V. P. , Gorham , J. S. and McCroskey , J. C. 1986 . “ The relationship between selected immediacy behaviors and cognitive learning ” . In Communication Yearbook , Edited by: McLaughlin , M. L. Vol. 10 , 574 – 590 . Beverly Hills, CA : Sage .
  • Richmond , V. P. , McCroskey , J. C. and Payne , S. K. 1987 . Nonverbal behavior in interpersonal relations , Englewood Cliffs, NJ : Prentice‐Hall .
  • Riggio , R. E. and Friedman , H. S. 1986 . Impression formation: The role of expressive behavior . Journal of Personality and Social Psychology , 30 : 421 – 427 .
  • Sannito , R. 1983 . Nonverbal communication in the courtroom . Trial Diplomacy Journal , 35 : 35 – 37 .
  • Schlenker , B. R. 1985 . “ Identity and self‐identification ” . In The self and social life , Edited by: Schlenker , B. R. 65 – 99 . New York : McGraw‐Hill .
  • Schlenker , B. R. 1980 . Impression management , Monterey, CA : Brooks/Cole .
  • Schlenker , B. R. and Leary , M. R. 1982 . Social anxiety and self‐presentation: A conceptualization and model . Psychological Bulletin , 92 : 641 – 669 .
  • Street , R. L. Jr. and Brady , R. M. 1982 . Speech rate acceptance ranges as a function of evaluative domain, listener speech rate, communication context . Communication Monographs , 49 : 290 – 308 .
  • Tedeschi , J. T. and Riess , J. 1981 . “ Identities, the phenomenal self, and laboratory research ” . In Impression management theory and social psychological research , Edited by: Tedeschi , J. T. 3 – 22 . New York : Academic Press .
  • Thompson , J. , ed. 1986 . Directory of personal image consultants: 1986–1987 , Staten Island, NY : Image Industry .
  • Walker , M. B. 1977 . The relative importance of verbal and nonverbal cues in the expression of confidence . Australian Journal of Psychology , 29 : 45 – 57 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.