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Purpose: Because past research has investigated nonverbal behaviors in clusters, it is unclear what status value is ascribed to individual nonverbal behaviors. I test status cues theory to investigate whether response latency functions as a status cue. I explore whether it affects behavioral influence or if it only signals assertiveness and does not have status value. I also explore how one's interpretation of response latency impacts behavioral influence.

Methodology: In a two-condition laboratory experiment, I isolate response latency and test its strength independently, and then I measure behavioral influence, participants' response latency, and perceptions of assertiveness. I also conduct interviews to investigate how participants interpret their partner's response latency to understand how people ascribe different meanings to the same nonverbal behavior.

Findings: I find that response latency alone does not affect behavioral influence, in part because how people interpret it varies. However, response latency does significantly impact participants' own response latency and their perceptions of their partner's assertiveness.

Practical Implications: This research demonstrates the intricacies of nonverbal behavior and status. More specifically, this work underscores important conceptual differences between assertiveness and status, and demonstrates how the interpretation of nonverbal behavior can impact behavioral influence.

Although the verbal components of service encounters have been investigated, the nonverbal aspects of employee‐customer interactions have remained virtually unexplored in the marketing literature. Thus, the purpose of this paper is to explore the importance of service employees’ nonverbal communication during service interactions. Specifically, a conceptual model is presented that links nonverbal communication (kinesics, paralanguage, proxemics, and physical appearance), customer affect, and consumers’ evaluations of service providers (with respect to credibility, friendliness, competence, empathy, courtesy, and trustworthiness). Further, the importance of nonverbal elements is discussed and managerial implications are given.

The purpose of this study is to explore the three-way interaction effects among congruence type (proximal vs distal) of nonverbal ad messages, assessment perspective (internal vs external) of verbal ad messages and social distance (close vs faraway) on consumers’ visit intention.

After developing the four categories of restaurant advertisements and scenarios for each type of social distance, the authors used 780 observations collected from Chinese consumers via the online survey platform Sojump and WeChat. The authors conducted ANOVA to test the hypotheses.

The results reveal that in proximal congruence situations, consumers who feel a close social distance between themselves and their companions report higher visit intentions when exposed to internal versus external perspective-oriented ad messages; in distal congruence situations, external perspective-oriented ad messages elicit higher intention to visit advertised restaurant when consumers feel a far social distance between themselves and their companions.

Future research can focus on the different categories of messages, such as functional and experiential messages, to find whether similar interaction effects are explored or not.

This paper suggests some practical implications for advertisers to maximize the impact of advertisements on consumers’ behavioral outcomes via combining the different characteristics of nonverbal and verbal messages effectively, especially according to their target consumers’ characteristics.

In the view of the three-way interaction effects, this paper offers a new lens on understanding how advertisements influence consumers’ behavioral outcomes, which could contribute to the advancement of advertisement theories.

Recent research has suggested that a heightened sensitivity to nonverbal cues may give individuals with psychopathic traits an advantage when selecting potential victims. The purpose of this paper is to examine the effect of gender on the association between psychopathy and perceptions of vulnerability to violent victimization.

A sample of 291 undergraduate students viewed a series of eight videos depicting individual female targets walking down a hallway from behind. Participants rated each target’s vulnerability to violent victimization and provided a justification for each rating. In addition to these ratings, participants completed the Self-Report Psychopathy Scale.

A series of hierarchical linear regressions revealed gender differences in the association between psychopathy and accuracy. Among male observers, total psychopathy scores, Factor 2 psychopathy scores, and scores on the antisocial behavior facet were positively associated with accuracy in perceiving vulnerability to violent victimization. Conversely, no associations were identified between psychopathy (total, Factors, and facets) and accuracy among female observers. This suggests that the adept ability to accurately perceive nonverbal cues signalling vulnerability is specific to males exhibiting psychopathic traits.

The results of the current study highlight the importance of distinguishing male and female psychopathy in research and practice. Moreover, with an understanding of individual differences in the ability to accurately perceive nonverbal cues associated with vulnerability, we may begin to develop intervention strategies aimed at reducing future incidences of victimization.

The purpose of this study is to examine how tweeters drawn from three different languages and cultural boundaries manage the lack of contextual cues through an analysis of Arabic, English and Korean tweets.

Data for this study is drawn from a corpus of tweets (n = 1,200) streamed using Python through Twitter API. Using the language information, the authors limited the number of tweets to 400 randomly selected tweets from each language, totaling 1,200 tweets. Final coding taxonomy was derived through interactive processes preceded by literature and a preliminary analysis based on a small subset (n = 150) by isolating nonverbal communication devices and emoticons.

The results of the study present that there is great commonality across these tweets in terms of strategies and creativity in compensating for the constraints imposed by the tweet platform. The language-specific characteristics are also shown in the form of different usage of devices.

Emoticon usage indicates that the communication mode influences online social interaction; the restriction of 140 maximum characters seems to engender a frequent usage of emoticons across tweets regardless of language differences. The results of the study bring forth implications into the design of social media technologies that reflect affective aspects of communication and language-/culture-specific traits and characteristics.

To the best of the authors’ knowledge, there are no qualitative studies examining paralinguistic nonverbal communication cues in the Twitter platform across language boundaries.

Despite representing a relatively small portion of the population, those who experience repeat victimization make up a significant share of all sexual and violent crimes, implying that perpetrators target them repeatedly. Indeed, research reveals specific traits (e.g. submissiveness) and behaviors (e.g. gait) related to past victimization or vulnerability. The purpose of this study is to explore the link between personality traits, self-assessed vulnerability and nonverbal cues.

In all, 40 undergraduate Canadian women were videotaped while recording a dating profile. Self-report measures of assertiveness, personality traits and vulnerability ratings for future sexual or violent victimization were obtained following the video-recording. The videotape was coded for nonverbal behaviors that have been related to assertiveness or submissiveness.

Self-perceived sexual vulnerability correlated with reduced assertiveness and dominance and increased emotionality (e.g. fear and anxiety). Additionally, nonverbal behaviors differed based on personality traits: self-touch was linked to lower assertiveness, dominance and extraversion and higher submissiveness, emotionality and warm-agreeableness.

To the best of the authors’ knowledge, this is the first study of its kind to consider the relationships between personality, self-perceived vulnerability and nonverbal behaviors among college-aged women. Potential implications, including enhancing autonomy and self-efficacy, are discussed.

The use of artificial intelligence (AI) in management research is still nascent and has primarily focused on content analyses of text data. Some method scholars have begun to discuss the potential benefits of far broader applications; however, these discussions have not led yet to a wave of corresponding AI applications by management researchers. This chapter explores the feasibility and the potential value of using AI for a very specific methodological task: the reliable and efficient capturing of higher-level psychological constructs in management research. It introduces the capturing of basic emotions and emotional authenticity of entrepreneurs based on their macro- and microfacial expressions during pitch presentations as an illustrative example of related AI opportunities and challenges. Thus, this chapter provides both motivation and guidance to management scholars for future applications of AI to advance management research.

The purpose of this paper is to investigate how job seekers’ digital profile influences employment-related outcomes, namely recommendations on hiring and salary.

A sample of 118 job seekers sharing information online about job searching was identified using a social networking platform. Using an impression management (IM) framework, two research assistants coded for use of verbal IM (e.g. utterances) and the use of nonverbal IM (e.g. professional images). Three HR managers evaluated the profiles and provided hiring-related recommendations. Data were analyzed used OLS moderated regression and simple slope analysis.

Consistent with IM theory, use of verbal and nonverbal IM were both positively related to employment-related recommendations. Gender was found to moderate the use of IM utterances and employment-related recommendations in an unexpected direction for women.

Findings suggest that an IM framework can be applied to studying digital social spaces of job seekers. The study provides evidence in support of the notion that previously established effects of IM efforts extend from an interview setting to a digital context.

While academic research has been conducted on auditors’ ability to exercise professional skepticism in face-to-face client interviews, little is known about auditors’ application of professional skepticism in email communication with the client. The purpose of this paper is to examine the factors that impact auditor professional skepticism during client inquiries conducted through email.

A 2 × 2 between-subjects experiment was conducted with 69 undergraduate and graduate auditing students as surrogates for auditors. The experimental design crossed two levels of client expressed confidence (high and low) and two levels of client response timing to the auditor’s email inquiry (earlier than expected and later than expected).

Results indicate that management expressed confidence moderates the influence of management response timing on auditor professional skepticism and that auditor perceptions of client credibility mediate this interactive effect. When the client’s response is low in confidence, auditors perceive a later-than-expected response from the manager as less credible than an earlier-than-expected response, which leads to less reliance on management explanations, which signifies more skepticism. However, when confidence is high, response timing does not impact perceptions of the client’s credibility.

The results imply that junior auditors should be vigilant of how communication cues in client emails may impact their judgments. Even though management response timing and expressed confidence should not influence auditor skepticism per se, auditors seem to vary their level of skepticism with the timing of the client’s response when client confidence is low but not when client confidence is high, despite the information content of the client’s response being held constant.

This study contributes to the literature on professional skepticism by addressing the Public Company Accounting Oversight Board’s concerns about the need for auditors to exercise more professional skepticism in practice, particularly in an environment in which computer-mediated communication is increasing at a fast pace; and assists practitioners in better understanding the factors that influence the degree of skepticism auditors exercise when collecting audit evidence through email. The study should be of interest to audit firms, as it provides evidence on whether auditors use nonverbal cues such as chronemics, or time-related messages, in email communication to judge management and evidence reliability and credibility.

The purpose of this paper is to present a review of the deception detection literature that arrives at a different conclusion from the one presented by King and Dunn. Specifically, the authors’ review shows that people can detect deception at significantly above chance accuracy in policing environments. A new paradigm for deception detection is also discussed.

An extensive literature review was conducted.

People can detect deception at levels that exceed chance in a variety of police‐related environments when an ecological approach to detecting deception is adopted.

The authors’ review suggests that it is time for deception detection training and manuals to move away from the demeanor‐based systems that are currently dominant and toward coherence and correspondence‐based systems.

The paper presents a perspective that is different from the one advanced by King and Dunn. It also introduces the ecological detection of deception paradigm to the policing literature.