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

Volume: 105, Pages: 98 - 108
Published: Dec 1, 2019
Abstract
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 salespeople's perceptions of manager credibility. Using signaling theory, we argue that physical attractiveness is an...
Paper Details
Title
When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses
Published Date
Dec 1, 2019
Volume
105
Pages
98 - 108
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