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首页> 外文期刊>Journal of Business Research >Who do I look at? Mutual gaze in triadic sales encounters
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Who do I look at? Mutual gaze in triadic sales encounters

机译：我看谁？三合会销售遭遇中的相互凝视

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摘要

Mutual gaze (i.e., eye contact) is linked to both positive outcomes such as trust and liking, and negative outcomes such as dominance and hostility. When selling to multiple people, salespeople must decide how to divide mutual gaze between customers. Too much or little time spent looking at a particular customer could reduce rapport. This research addresses two research questions: (1) Are salespeople more inclined to share mutual gaze with certain customers? And (2) What is the effect of mutual gaze focused primarily on one particular customer compared to sharing mutual gaze with both customers more equitably? Real sales encounters were analyzed and two follow-up experimental studies were conducted. The results show that salespeople tend to share mutual gaze with customers who are similar when first meeting, and those who speak more. Sharing mutual gaze equitably between customers when first meeting is typically more beneficial than focusing on a particular customer.
机译：相互凝视（即目光接触）既与正面结果（如信任和喜好）相关，又与负面结果（如支配地位和敌意）相关。当销售给多个人时，销售人员必须决定如何在客户之间划分相互的目光。花太多或更少的时间在寻找特定客户上可能会减少融洽关系。这项研究解决了两个研究问题：（1）销售人员是否更愿意与某些客户分享共同的目光？ （2）相较于更公平地与两个客户共享共同注视，相互注视主要集中于一个特定客户有什么影响？分析了实际的销售机会，并进行了两次后续实验研究。结果表明，销售人员倾向于与初次见面的相似客户以及说话多的客户共享共同的目光。当第一次见面时，在客户之间公平地分享彼此的目光通常比专注于特定客户更有利。

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  • 来源
    《Journal of Business Research》 |2020年第4期|91-101|共11页
  • 作者

  • 作者单位

    Old Dominion Univ Strome Coll Business Dept Mkt 2055 Constant Hall Norfolk VA 23529 USA;

    Old Dominion Univ Strome Coll Business Dept Mkt 2122 Constant Hall Norfolk VA 23529 USA;

    Lamar Univ 4400 SML King Jr Pkwy Beaumont TX 77710 USA;

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  • 原文格式 PDF
  • 正文语种 eng
  • 中图分类
  • 关键词

    Gaze; Eye-contact; Nonverbal communication; Personal selling; Salesperson; Triadic;

    机译：注视;眼神接触;非口头交流;个人销售;销售员;三合一;

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