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Salesperson's efficiency influences gestures
2018
Journal of Business & Retail Management Research
This work answers to practical questions: "does efficiency influences salespersons ' behaviour", and "what the most affected gestures by such efficiency are?" This research is based on 1,205 gestures observed during 382 sales calls averaging 11 minutes for 382 salespersons. About the theory, we integrated gender, situation and achievement variables and applied a MANOVA analysis (number of gestures), a Newman-Keuls test (differences between averages), a Chi-squared test (statistical significance
doi:10.24052/jbrmr/v12is04/art-02
fatcat:kr25bomd75gtxp7adieu5ophee