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When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses

机译：销售经理的吸引力何时何地会如何影响信誉：两个相互竞争的假设的检验

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Physical attractiveness has been described as a "beauty premium." Research shows that for leaders, attractiveness is associated with both personal and professional benefits. However, sales research has yet to investigate manager attractiveness. Here, we examine whether and how manager physical attractiveness influences sales-people's perceptions of manager credibility. Using signaling theory, we argue that physical attractiveness is an affect-based signal that induces an emotional connection with the signaler (i.e., manager) ultimately impacting credibility. However, competing theoretical explanations indicate that these relationships are contingent on salesperson experience. Particularly, does manager physical attractiveness matter more to inexperienced or experienced salespeople as it relates to credibility? Interestingly, our findings indicate that experienced salespeople rely more on manager physical attractiveness than their inexperienced colleagues do when assessing manager credibility. We also provide support that affective commitment is the mechanism through which attractiveness influences credibility. These findings suggest that physical attractiveness is an actionable managerial tool.
机译：身体吸引力已被描述为“美容附加费”。研究表明，对于领导者而言，吸引力与个人和职业收益都息息相关。但是，销售研究尚未调查经理的吸引力。在这里，我们检查经理的身体吸引力是否以及如何影响销售人员对经理信誉的看法。使用信号理论，我们认为身体吸引力是一种基于情感的信号，该信号与信号发生者（即经理）产生了情感联系，最终影响了可信度。但是，相互竞争的理论解释表明，这些关系取决于销售人员的经验。尤其是，经理的身体吸引力对缺乏经验或经验丰富的销售人员而言，是否与信誉相关？有趣的是，我们的研究结果表明，经验丰富的销售人员在评估经理的信誉时比没有经验的同事更依赖经理的身体吸引力。我们还提供支持，即情感承诺是吸引力影响信誉的机制。这些发现表明，身体吸引力是一种可行的管理工具。

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