The 30-sec sale: Using thin-slice judgments to evaluate sales effectiveness

Journal of Consumer Psychology

Volumn 16, Issue 1, 2006, Pages 4-13

  Ambady, Nalini ^a   Krabbenhoft, Mary Anne ^a   Hogan, Daniel ^b  

^a TUFTS UNIVERSITY   (United States)

^b Apollo Group

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33645081956     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1207/s15327663jcp1601_2     Document Type: Article

References (50)

1. Albright, L., Kenny, D. A., & Malloy, T. E. (1988). Consensus in personality judgments at zero acquaintance. Journal of Personality & Social Psychology, 55(3), 387-395.
2. Ambady, N., Bernieri, F. J., & Richeson, J. A. (2000). Toward a histology of social behavior: Judgmental accuracy from thin slices of the behavioral stream. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 32, pp. 201-271). San Diego, CA: Academic Press.
3. Ambady, N., & Gray, H. (2002). On being sad and mistaken: Mood effects on the accuracy of thin slice judgments. Journal of Personality and Social Psychology, 83, 941-961.
4. Ambady, N., Koo, J. J., Rosenthal, R., & Winograd, C. (2002). Physical therapists' nonverbal communication predicts geriatric patients' health outcomes. Psychology and Aging, 17, 443-452.
5. Ambady, N., LaPlante, D., Nguen, T., Rosenthal, R., & Levinson, W. (2002). Surgeon's tone of voice: A clue to malpractice history. Surgery, 132, 5-9.
6. Ambady, N., & Rosenthal, R. (1993). Half a minute: Predicting teacher evaluations from thin slices of nonverbal behavior and physical attractiveness. Journal of Personality & Social Psychology, 64(3), 431-441.
7. Anderson, C. A., Krull, D. S., & Weiner, B. (1996). Explanations: Processes and consequences. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles. New York: Guilford Press.
8. Bargh, J. A. (1994). The four horsemen of automaticity: Awareness, intention, efficiency, and control in social cognition. In R. S. Wyer Jr. & T. K. Srull (Eds.), Handbook of social cognition, vol. 1: basic processes; vol. 2: Applications (2nd ed.). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
9. Bargh, J. A., & Chartrand, T. L. (1999). The unbearable automaticity of being. American Psychologist, 54(7), 462-479.
10. Bargh, J. A., & Pietromonaco, P. (1982) Automatic information processing and social perception: The influence of trait information presented outside of conscious awareness on impression formation. Journal of Personality and Social Psychology, 43(3), 437-449.
11. Bernieri, F. J., & Gillis, J. S. (1995). Personality correlates of accuracy in a social perception task. Perceptual and Motor Skills, 81(1), 168-170.
12. Berry, D. S., Pennebaker, J. W., Mueller, J. S., & Hiller, W. S. (1997). Linguistic bases of social perception. Personality & Social Psychology Bulletin, 23(5), 526-537.
13. Blanck, R. D., Rosenthal, R., & Vannicelli, M. (1986). Talking to and about patients: The therapists' tone of voice. In P. D. Blanck, R. Buck, & R. Rosenthal (Eds.), Nonverbal communication in the clinical context. University Park: Pennsylvania State University Press.
14. Borkenau, P., Mauer, N., Riemann, R., Spinath, F. M., & Angleitner, A. (2004). Thin slices of behavior as cues of personality and intelligence. Journal of Personality & Social Psychology, 81(4), 599-614.
15. Davis, M. H., & Kraus, L. A. (1997). Personality and empathic accuracy. In W. J. Ickes (Ed.), Empathic accuracy (pp. 144-168). New York: Guilford Press.
16. DeGroot, T., & Motowildo, S. J. (1999). Why visual and vocal interview cues can affect interviewers' judgments and predict job performance. Journal of Applied Psychology, 84(6), 986-993.
17. DePaulo, B. M. (1992). Nonverbal behavior and self-presentation. Psychological Bulletin, 111(2), 203-243.
18. Funder, D. C. (1987). Errors and mistakes: Evaluating the accuracy of social judgment. Psychological Bulletin, 101(1), 75-90.
19. Funder, D. C. (1995). On the accuracy of personality judgment: A realistic approach. Psychological Review, 102(4), 652-670.
20. Funder, D. C., & Dobroth, K. M. (1987). Differences between traits: Properties associated with interjudge agreement. Journal of Personality & Social Psychology, 52(2), 409-418.
21. Gesn, P. R., Bernieri, F. J., Gada-Jain, N., & Grahe, J. E. (May, 1999). Domains of interpersonal sensitivity: Performance accuracy and psychometric assessment of ability. Presented at the Midwestern Psychological Association Convention, Chicago.
22. Grahe, J. E., & Bernieri, F. J. (1999). The importance of nonverbal cues in judging rapport. Journal of Nonverbal Behavior, 23(4), 253-269.
23. Hall, J. A., Roter, D. L., & Rand, C. S. (1981). Communication of affect between patient and physician. Journal of Health and Social Behavior, 22(1), 18-30.
24. Hecht, M. A., & LaFrance, M. (1995). How (fast) can I help you? Tone of voice and telephone operator efficiency in interactions. Journal of Applied Social Psychology, 25(23), 2086-2098.
25. Jones, E. E. (1990). Interpersonal perception. New York: Freeman.
26. Kelley, R., & Caplan, J. (1993). How bell labs creates star performers. Harvard Business Review, 71(4), 128-139.
27. Kenny, D. A. (1991). A general mode of consensus and accuracy in interpersonal perception. Psychological Review, 98(2), 155-163.
28. Kenny, D. A., & Albright, L. (1987). Accuracy in interpersonal perception: A social relations analysis. Psychological Bulletin, 102(3), 390-402.
29. Kenny, D. A., Albright, L., Malloy, T. E., & Kashy, D. A. (1994). Consensus in interpersonal perception: Acquaintance and the big five. Psychological Bulletin, 116(2). 245-258.
30. Kenny, D. A., Horner, C., Kashy, D. A., & Chu, L. (1992). Consensus at zero acquaitance: Replication, behavioral cues, and stability. Journal of Personality & Social Psychology, 62(1), 88-97.
31. Kruglanksi, A. W. (1989). The psychology of being "right": The problem of accuracy in social perception and cognition. Psychological Bulletin, 106(3), 395-409.
32. Leigh, T. W., & Summers, J. O. (2002). An initial evaluation of industrial buyers' impressions of salespersons' nonverbal cures. Journal of Personal Selling & Sales Management, 22(1), 41-53.
33. McDonald, T. (1991). The effect of dimension content on observation and ratings of job performance. Organzational Behavior & Human Decision Processes, 48(2), 252-271.
34. Milmoe, S., Rosenthal, R., Blane, H. T., Chafetz, M. E., & Wolf, I. (1967). The doctor's voice: Postdictor of successful referral of alcoholic patients. Journal of Abnormal Psychology, 72(1), 78-84.
35. Neuberg, S. L (1988). Interpersonal expectancies and impression formation goals: Overriding the impact of negative expectancies on social interactions and impression formation. Dissertation Abstracts International, 49(1-B), 259.
36. Park, B., & Flink, C. (1989). A social relations analysis of agreement in liking judgments. Journal of Personality & Social Psychology, 56(4), 506-518.
37. Park, B., & Judd, C. M. (1989). Agreement on initial impressions: Differences due to perceivers, trait dimensions, and target behaviors. Journal of Personality & Social Psychology, 56(4), 493-505.
38. Peterson, R. A., Cannito, M. P., & Brown, S. P. (1995). An exploratory investigation of voice characteristics and selling effectiveness. Journal of Personal Selling & Sales Management, 15(1), 1-15.
39. Prickett, T., Gada-Jain, N., & Bernieri, F. J. (1999). First impression formation in a job interview: The first 20 seconds. University of Toledo. Manuscript in preparation.
40. Rosenthal, R. (1987). Judgment studies: Design, analysis, and meta-analysis. New York: Cambridge University Press.
41. Shiffrin, R. M., & Schneider, W. (1977). Controlled and automatic human information processing: II. Perceptual learning, automatic attending and a general theory. Psychological Review, 84(2), 127-190.
42. Smith, H. J., Archer, D., & Constanzo, M. (1991). "Just a hunch": Accuracy and awareness in person perception. Journal of Nonverbal Behavior, 15(1), 3-18.
43. Sommers, M. S., Grenno, D. W., & Boag, D. (1989). The role of nonverbal communication in service provision and representation. Service Industries Journal, 9(4), 162-173.
44. Srull, T. K., & Wyer, R. S. (1979). The role of category accessibility in the interpretation of information about persons: Some determinants and implications. Journal of Personality and Social Psychology, 37(10), 1660-1672.
45. Tickle-Degnen, L. (1998). Working well with others: The prediction of students' clinical performance. American Journal of Occupational Therapy, 52(2), 133-142.
46. Tickle-Degnen, L., Puccinelli, N. M. (1999). The nonverbal expression of negative emotions: Peer and supervisor responses to occupational therapy students' emotional attributes. Occupational Therapy Journal of Research, 19(1), 18-39.
47. van Kleef, G. A., Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality & Social Psychology, 86(1), 57-76.
48. Wegner, D. M. (1992). You can't always think what you want: Problems in the suppression of unwanted thoughts. In M. P. Zanna (Ed.), Advances in experimental social psychology, Vol 25. San Diego, CA: Academic Press.
49. Wegner, D. M. (1994). Ironic processes of mental control. Psychological Review, 101(1), 34-52.
50. Weitz, B. A. (1978). Relationship between salesperson performance and understanding of customer decision making. Journal of Marketing Research, 15(4), 501-516.