Organizational scholars have begun to explore the links between cognitive neuroscience and strategic organization (Becker and Cropanzano, 2010; Powell, 2011; Senior et al., 2011). The jury is still out, but scholars seem to agree that brain science will enhance our understanding of individual and social...

This article extends the discussion of congruity or the preference by consumers for alternatives similar to themselves 1) by examining the effect in a retail context and, 2) by considering the moderating role of self-monitoring, or the tendency to regulate one's mood in line with the social...

Marketers seek new ways of gaining attention in our age of information bombardment, and one popular way has been to utilize schema-incongruent language. The present article investigates how a common situational factor–consumer mood–influences consumers' ability to process incongruent...

This study examined the association between a partner’s ability to eavesdrop on nonverbal cues and an actor’s feelings of rapport during interaction, as well as neuroticism and self-monitoring as moderators of this effect. Eavesdropping ability was defined as lower sensitivity to cues of the...

The present studies investigated the effects of target context on judge sensitivity to target felt rapport. The results suggest that judge sensitivity may be increased by: (a) positioning the target to the judge's left so that the judgment task may benefit from the specialization of the right...

The present studies investigated the effects of dyadic context on judgments of nonverbal behavior associated with rapport. As predicted, the task performed by a dyad, the visible presence or absence of both dyad members, and the sex of the observer affected observer judgments of responsiveness,...

A study to investigate the preclinical and clinical consequences of 79 occupational-therapy students' emotional attributes found that, when interviews were conducted in pairs, their feelings and behavior were associated with attributes of negative emotionality and nonverbal expressiveness....

Despite recognition of the importance of the retail environment to customer experience, relatively little systematic research considers how social environmental cues might affect this experience. Two experimental studies test the relationship between salesperson ability to read customer affect...

Synthesizing knowledge from psychology and marketing research, an understanding of nonverbal communication can help address when and how customers express their underlying feelings in retail interactions that are not evident in direct verbal expressions. Examining nonverbal behavior as an...