222
Views
14
CrossRef citations to date
0
Altmetric
Original Articles

Drama in the Classroom: How and Why Marketing Educators Can Use Nonverbal Communication and Enthusiasm to Build Student Rapport

Pages 53-65 | Published online: 09 Oct 2015

References

  • Allen, Jeff and Duane Davis (1991), “Searching for Excellence in Marketing Education: The Relationship between Service Quality and Three Outcome Variables,” Journal of Marketing Education, 12 (1), 47–55.
  • Anderson, Peter (1999), Nonverbal Communication: Forms and Functions, Mountain View, CA: Mayfield Publishing Company.
  • Anonymous (1999), “Removing Behavioral Barriers to Never-Ending Change,” Human Resource Management International Digest, 7 (3), 27–31.
  • Argyle, Michael, et al. (1970), “The Communication of Inferior and Superior Attitudes by Verbal and Nonverbal Signals,” British Journal of Social and Clinical Psychology, 9, 222–231.
  • Babad, Elisha, Dinah Avni-Babad, and Robert Rosenthal (2003), “Teachers’ Brief Nonverbal Behaviors in Defined Instructional Situations Can Predict Students’ Evaluations,” Journal of Educational Psychology, 95 (3), 553–563.
  • Barnum, Cynthia and Natasha Wolniansky (1989), “Taking Cues From Body Language,” Management Review, June, 59–60.
  • Bayes, Marjorie A. (1972), “Behavioral Cues of Interpersonal Warmth,” Journal of Consulting and Clinical Psychology, 39 (2), 333–339.
  • Beebe, Steven A. (1980), “Effects of Eye Contact and Vocal Inflection upon Credibility and Comprehension,” Australian SCAN: Journal of Human Communication, July/August, 57–70.
  • Bitner, Mary Jo (1992), “Servicescapes: The Impact of Physical Surroundings on Customers and Employees,” Journal of Marketing, 56 (4), 57–71.
  • Bolton, Gavin (1984), Drama as Education, Harlow, Essex: Longman Group.
  • Brophy, Jere and Thomas Good (1986), “Teacher Behavior and Student Achievement,” in Handbook of Research on Teaching, M. Wittock, ed., New York: Macmillan, 328–375.
  • Burgoon, Judee K., Thomas Birk, and Michael Pfau (1990), “Nonverbal Behaviors, Persuasion, and Credibility,” Human Communications Research, 17 (fall), 140–169.
  • Chaiken, Shelley (1979), “Communicator Physical Attractiveness and Persuasion,” Journal of Personality and Social Psychology, 37, 1387–1397.
  • Conant, Jeffrey S., Denise T. Smart, and Craig A. Kelley (1988), “Master Teaching: Pursuing Excellence in Marketing Education,” Journal of Marketing Education, 10 (3), 3–13.
  • Dana, Susan W., F. William Brown, and Nancy G. Dodd (2001), “Student Perception of Teaching Effectiveness: A Preliminary Study of the Effects of Professors’ Transformational and Contingent Reward Leadership Behaviors,” Journal of the Academy of Business Education, 2 (fall), 53–70.
  • Deighton, John (1991), “The Consumption of Performance,” Journal of Consumer Research, 19 (12), 362–372.
  • Desai, Suzanne, Earl Damewood, and Richard Jones (2001), “Be a Good Teacher and Be Seen as a Good Teacher,” Journal of Marketing Education, 23 (2), 136–144.
  • Dimmick, Sally (1995), Successful Communication Through NLP, Hampshire, UK: Gower.
  • Eckrich, Donald W. (1990), “If ‘Excellent Teaching’ Is the Goal, Student Evaluations Are Backfiring,” Marketing Educator, (Fall), 1, 6.
  • Eiser, Elliot (1968), “Qualitative Intelligence and the Act of Teaching,” in Teaching: Vantage Points of Study, Ronald T. Hyman, ed., Philadelphia, PA: Lippincott.
  • Entwistle, Noel and Hilary Tait (1990), “Approaches to Learning, Evaluations of Teaching, and Preferences for Contrasting Academic Environments,” Higher Education, 19 (2), 169–94.
  • Faranda, William T. and Irvine Clark III (2004), “Student Observations of Outstanding Teaching: Implications for Marketing Educators,” Journal of Marketing Education, 26 (3), 271–281.
  • Fill, Chris (1995), Marketing Communications: Frameworks, Theories, and Applications, Upper Saddle River, NJ: Prentice Hall.
  • Ford, Wendy S. Zabava (1995), “Evaluation and the Indirect Influence of Courteous Service on Customer Discretionary Behavior,” Human Communication Research, 22 (9), 65–89.
  • Friedmann, Herbert C. (1991), “Fifty-Six Laws of Good Teaching: A Sampling,” Teaching Professor, (January), 3.
  • Fromkin, Victoria and Robert Rodman (1983), An Introduction to Language, New York: CBS College Publishing.
  • Gabbott, Mark and Gillian Hogg (2000), “An Empirical Investigation of the Impact of Non-Verbal Communication on Service Evaluation,” European Journal of Marketing, 34(3/4), 384–398.
  • Gonzalez, Gabriel R., et al. (2004), “Social Capital: Building an Effective Learning Environment in Marketing Classes,” Marketing Education Review, 14 (2), 1–8.
  • Grove, Stephen and Raymond Fisk (1983), “The Dramaturgy of Services Exchange: An Analytical Framework for Services Marketing,” in Emerging Perspectives in Services Marketing, L. Berry, L. Shostack, and Gregory Upah, eds., Chicago: American Marketing Association, 45–49.
  • Goulden, Nancy R. (1991), “Improving Instructors’ Speaking Skills,” Idea paper no. 24. Center for Faculty Evaluation and Development in Higher Education, Kansas State University, Manhattan, KS.
  • Grunenwald, Joseph P. and Leonard Ackerman (1986), “A Modified Delphi Approach for the Development of Student Evaluations of Faculty Teaching,” Journal of Marketing Education, 8 (2), 32–38.
  • Haley, S. Randy (1992), “Advice for Establishing an Effective Teaching Attitude,” Teaching Professor, (February), 1–2.
  • Hemsley, Gordon D. and Anthony N.Doob (1978), “The Effect of Looking Behavior on Communicators’ Credibility,” Journal of Applied Social Psychology, 8, 136–144.
  • Holden, Constance (1997), “Study Finds Students Like a Good Show,” Science, 278 (5336), 229.
  • Holloway, G., Abbot-Chapman, Joan, and Phillip Hughes (1992), Identifying the Qualities and Characteristics of the Effective Teacher, Report 2, Normative Dimensions of Teacher/Student Interaction, Youth Education Studies Centre, University of Tasmania, Hobart, Tasmania.
  • Huffaker, Julie Sheldon and Ellen West (2005), “Enhancing Learning in the Business Classroom: An Adventure with Improv Theater Techniques,” Journal of Management Education, 29 (6), 852–869.
  • Jones, Phil (1996), Drama as Therapy: Theatre as Living, London: Routledge.
  • Jones, Stanley E. and Curtis D. LeBaron (2002), “Research on the Relationship Between Verbal and Nonverbal Communication: Emerging Integrations,” Journal of Communication, 52 (3), 499–523.
  • Kahle, Lynn R. and Pamela Miles Homer (1985), “Physical Attractiveness of the Celebrity Endorser: A Social Adaptation Perspective,” Journal of Consumer Research, 11 (4), 954–961.
  • Kelley, Craig A., Jeffrey S. Conant, and Denise T. Smart (1991), “Master Teaching Revisited: Pursuing Excellence from the Students’ Perspective,” Journal of Marketing Education, 12 (2), 1–10.
  • Kelly, Noeline and Brian Kelly (1982), “Backgrounds, Education, and Teaching Styles of Award-Winning Professors,” Annual Meeting of the Rocky Mountain Educational Research Association, Albuquerque, NM: ERIC Accession Number ED 230 080.
  • Kimble, Charles E. and Steven D.Seidel (1991), “Vocal Signs of Confidence,” Journal of Nonverbal Behavior, 15 (Summer), 99–105.
  • Lakin, Jessica L., et al. (2003), “The Chameleon Effect as Social Glue,” Journal of Nonverbal Behavior, 27 (Fall), 145–162.
  • Lantos, Geoffrey P. (1997), “Motivating Students: The Attitude of the Professor,” Marketing Education Review, 7 (2), 27–38.
  • Larsen, Kathryn M. and Charles K.Smith (1981), “Assessment of Nonverbal Communication in the Patient-Physician Interview,” Journal of Family Practice, 12, 481–488.
  • Marks, Ronald B. (2000), “Determinants of Student Evaluations of Global Measures of Instructor and Course Value,” Journal of Marketing Education, 22 (August): 108–119.
  • Mehrabian, Albert (1981), Silent Messages: Implicit Communication of Emotions and Attitudes, Belmont, CA: Wadsworth.
  • Mehrabian, Albert and M. Williams (1969), “Nonverbal Concomitants of Perceived and Intended Persuasiveness,” Journal of Personality and Social Psychology, 13 (1), 37–58.
  • Moore, Sonia (1984), The Stanislavski System: The Professional Training of An Actor: Digested From the Teachings of Konstantin Stanislavski, New York: Penguin Books.
  • Motte, Timothy, et al. (2004), “The Effects of Student Verbal and Nonverbal Teachers’ Liking of Students and Willingness to Comply with Student Requests,” Communication Quarterly 52 (1), 27–38.
  • Pearce, Barnett and Bernard J. Brommel (1972), “Vocalic Communication and Persuasion,” Quarterly Journal of Speech, 50 (10), 293–306.
  • Pearce, Barnett, Bernard J. Brommel and Forrest Conklin (1971), “Nonverbal Vocalic Communication and Perceptions of a Speaker,” Speech Monograph, 38 (3), 235–241.
  • Peterson, Robin T. (2005), “An Examination of the Relative Effectiveness of Training in Nonverbal Communication: Personal Selling Implications,” Journal of Marketing Education, 27 (2), 143–150.
  • Reis, Harry T., Anthony J. Zahorik, and Ladd Wheeler (1980), “Physical Attractiveness in Social Interaction,” Journal of Personality and Social Psychology, 38 (4), 604–617.
  • Sallinen-Kuparinen, Aino, et al. (1987), in Perspectives on Instructional Communication, A. Sallinen-Kuparinen, ed., Jyvaskyla, Finland: Department of Communication, University of Jyvaskyla, 97–111.
  • Sampson, Eleri (1995), “First Impressions: The Power of Personal Style,” Library Management, 16 (4), 25–29.
  • Semic, Beth (1999), “Vocal Attractiveness,” in The Nonverbal Communication Reader: Classic and Contemporary Readings, 2nd ed., Laura Guerrero, et al., eds., Prospect Heights, IL: Waveland Press, 149–155.
  • Smart, Denise T., Craig A. Kelley, and Jeffrey S. Conant (2003), “Mastering the Art of Teaching: Pursuing Excellence in a New Millennium,” Journal of Marketing Education, 25 (1), 71–8.
  • Soenksen, Roger (1992), “Confessions of a Professor, Nee Actor,” Paper presented at the Speech Communication National Convention, Chicago.
  • Soskin, William F. and Paul E.Kauffman (1961), “Judgment of Emotion in Word-Free Voice Samples,” Journal of Communication, 11, 73–81.
  • Sundaram, D.S. and Cynthia Webster (2000), “The Role of Nonverbal Communication in Service Encounters,” Journal of Services Marketing, 14 (5), 378–389.
  • Tauber, Robert T. and Cathy Sargent Mester (1994), Acting Lessons for Teachers, Westport, CT: Praeger, 155.
  • Trager, George L. (1958), “Paralanguage: A First Approximation,” Studies in Einguistics, 13, 1–12.
  • Tubbs, Stewart L. and Sylvia Moss (2006), Human Communication Principles and Contexts, New York: McGraw-Hill.
  • Vrij, Aldert, et al. (2000), “Detecting Deceit via Analysis of Verbal and Nonverbal Behavior,” Journal of Nonverbal Behavior, 24 (4), 239–264.
  • Weimer, Maryellen (1993), Improving Your Classroom Teaching, Survival Skills for Scholars Series, Newbury Park, CA: Sage.
  • Williams, Wendy M. and Stephen J.Ceci (1997), “‘How'm I Doing?’ Problems with Student Ratings of Instructors and Courses,” Change, 29 (5), 12–23.
  • Winston, Joel S., B.A. Strange, John O'Doherty, and Raymond J. Dolan (2002), “Automatic and Intentional Brain Responses during Evaluation of Trustworthiness of Faces,” Nature: Neuroscience, 5 (3), 277–283.
  • Wood, John Andy (2006), “NLP Revisited: Nonverbal communication and Signal of Trustworthiness,” Journal of Personal Sales and Sales Management, 26 (2), 197–204.
  • Zebrowitz, Leslie A. (2003) “Commentary Overgeneralization Effects in Perceiving Nonverbal Behavior: Evolutionary and Ecological Origins,” Journal of Nonverbal Behavior, 27 (2), 133–39.

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.