The 30-Sec Sale: Using Thin-Slice Judgments to Evaluate Sales Effectiveness

By N. Ambady, M. Krabbenhoft, Daniel Hogan. 2006

201 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/596cfbd0a327ce1fecae17cef40744dd6b5824cb

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Social Psychology

1. Darren W. Dahl
2. Huifang Mao
3. Ze Wang
4. Maura L. Scott
5. Jenny van Doorn
6. Y. Li
7. Fan Liu
8. Rosellina Ferraro

In Sociology and Political Science

1. Darren W. Dahl
2. Dhruv Grewal
3. Jaideep Sengupta
4. Huifang Mao
5. Elizabeth Blankespoor
6. Bradley E. Hendricks
7. Ze Wang
8. Maura L. Scott

Citations in the corpus

• Service Robots Rising: How Humanoid Robots Influence Service Experiences and Elicit Compensatory Consumer Responses (2019, background): “Consumers make spontaneous inferences about frontline employees, often before any verbal exchange occurs (Ambady, Krabbenhoft, and Hogan 2006), which can affect customers’ loyalty intentions (Scott, Mende, and Bolton 2013).”
• Bridging the Gap between Social Animal and Unsocial Machine: A Survey of Social Signal Processing (2012, unknown): “The customer’s perception of the sales person’s personality, motivations, and trustworthiness influences significantly the decisions of customers [226].”
• Perceptions and Price: Evidence from CEO Presentations at IPO Roadshows (2017, background): “…can be predictive of longer-term evaluations and performance outcomes, such as teacher ratings (Ambady and Rosenthal, 1993), sales evaluations (Ambady, Krabbenhoft, and Hogan, 2006), political elections (Todorov, et al., 2005), criminal activities (Troscianko, et al., 2004), trial outcomes…”
• Gender-related reactions to gratuitous sex appeals in advertising (2008, background): “It is important therefore to examine gender-based reactions to inappropriate sex appeals under “thin slice” processing (Ambady, Bernieri, & Richeson, 2000; Ambady, Krabbenhoft, & Hogan, 2006 ), such as when consumers view the ad under constrained cognitive capacity.”
• Domo Arigato Mr. Roboto (2017, background): “Third,our framework is limited to discussing high versus low levels of ASP in general; therefore, one extension is to focus on the appearance of ASP, because consumers make spontaneous inferences about FLEs’ appearance, often before any verbal exchange occurs (Ambady, Krabbenhoft, and Hogan 2006).”
• Judging the Book by Its Cover? how Consumers Decode Conspicuous Consumption Cues in Buyer–Seller Relationships (2013, background): “Consumers frequently assess a salesperson within moments, potentially before any verbal exchange (Ambady, Krabbenhoft, and Hogan 2006).”
• The Power of Strangers: The Effect of Incidental Consumer Brand Encounters on Brand Choice (2009, background): “Work on thin slices (Ambady, Krabbenhoft, and Hogan 2006) shows that even minimal dynamic information can influence judgments of a target.”
• Smile Big or Not? Effects of Smile Intensity on Perceptions of Warmth and Competence (2016, background): “Research suggests that perceivers can use nonverbal behaviors, such as arm gestures and body position, to make judgments about warmth and competence (Ambady, Krabbenhoft, and Hogan 2006; Tsai and Huang 2002).”