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There is an old adage which points out “it's not what you say, it's the way that you say it”. Of all the various types of “body language” that are currently being toted as conveying up to 75 per cent of the “real” meaning of any communication, paralinguistics have received the least attention. And yet, in Western European languages at any rate, the non‐verbal aspects of speech play an immensely important part in conveying to the listener what is really on a speaker's mind or what his “reality map” is like. Paralinguistics, or the way we say what is on our mind, can be divided into any number of headings but for simplicity's sake I have come up with seven categories — timing, emotional tone/inflection, speech errors, national or regional accent, choice of words/sentence structure, verbal “tics” and tonic accent. I will discuss each of these paralinguistic categories in turn giving examples and quoting research studies.

There is more to what we say than the actual words we use; managers should make sure they are familiar with basic paralinguistics.

The study of deception and the theories, which have been developed have relied heavily on laboratory experiments in controlled environments, using American college students participating in mock scenarios. The purpose of this paper is to validate previous deception detection research in a real-world, high stakes environment where the unit of analysis is the question–response pair.

The study used previously confirmed linguistic and paralinguistic speech cues and the constructs of deception in an attempt to validate a leading deception theory, interpersonal deception theory (IDT). A combination of descriptive and predictive analysis was conducted to best understand the relationship between speech cues and changes in the subjects’ behavior.

The result validates IDT with mixed results on individual measures and their constructs. However, there is clear evidence across the 711 question-response pairs that not only was it possible to differentiate truth from deceptive behavior but also patterns of behavior can be seen over time.

Because of the real-world nature of the study, it is difficult to generalize the results to a larger population. However, one implication for future research is the development of methods to capture, process and prepare raw speech into data ready for analysis.

This paper attempts to fill the gap between the controlled mock scenarios and the harsh reality of real-world deception.

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.

Non-verbal communication (NVC) remains largely understudied despite its importance in today's fast-paced and cross-cultural management and research landscape. This article is significant because it reveals valuable insights into NVC, which represents 65–93% (Mehrabian, 1981) of communication and has the potential to considerably increase management effectiveness and efficiency by providing leaders and researchers with the knowledge they need to understand and handle diversity with competence.

This article draws on social identity theory (SIT) (Tajfel and Turner, 1979) and rapport management theory (RMT) (Brown and Levinson, 1987) to analyse illustrative interview extracts of co-occurring verbal and NVC from an interpretative phenomenological analysis (IPA) study focussed on understanding how London-based Romanian migrant entrepreneurs experience acculturation.

Romanian migrant entrepreneurs use a variety of verbal and non-verbal communication approaches in their acculturation narratives, providing depth and occasionally shifting meaning. These tactics include repeating verbal discourse with non-verbal clues, replacing verbal communication with non-verbal gestures, complementing verbal communication and juxtaposing non-verbal cues with verbal descriptions.

This study makes a valuable contribution to the fields of qualitative organisational management and entrepreneurial studies by addressing the lack of methodological tools available for analysing non-verbal language in interpretative research. This study presents a systematic technique for assessing non-verbal language symbols that has been developed through face-to-face interviews. The article utilises the first-hand interview experience of a Romanian co-researcher to demonstrate the significance of NVC in the transmission of meaning and the formation of identities amongst Romanian migrant entrepreneurs. These findings contribute to a better understanding of organisational management and research practices, particularly about this understudied entrepreneurial minority of Romanian businesses in London, by helping researchers and managers better grasp the cultural and contextual meanings communicated non-verbally. The article holds significance in the context of cross-cultural and organisational management practices.

Purpose – The advancement of multimedia technology has spurred the use of multimedia in business practice. The adoption of audio and visual data will accelerate as marketing scholars become more aware of the value of audio and visual data and the technologies required to reveal insights into marketing problems. This chapter aims to introduce marketing scholars into this field of research.Design/methodology/approach – This chapter reviews the current technology in audio and visual data analysis and discusses rewarding research opportunities in marketing using these data.Findings – Compared with traditional data like survey and scanner data, audio and visual data provides richer information and is easier to collect. Given these superiority, data availability, feasibility of storage, and increasing computational power, we believe that these data will contribute to better marketing practices with the help of marketing scholars in the near future.Practical implications: The adoption of audio and visual data in marketing practices will help practitioners to get better insights into marketing problems and thus make better decisions.Value/originality – This chapter makes first attempt in the marketing literature to review the current technology in audio and visual data analysis and proposes promising applications of such technology. We hope it will inspire scholars to utilize audio and visual data in marketing research.

The purpose of this paper is to understand the effect of internet book reviews on reader borrowing intention.

The study used www.yumau.com, www.ptt.cc and the bulletin board system on www.lib.ntou.edu.tw to post announcements, soliciting 33 readers who had browsed internet book reviews to identify books to borrow. Then, using a content analytic method to analyze interview content, an investigation was conducted on the effect of internet book reviews, numbers of references and content of internet book reviews on reader borrowing intention.

These results revealed that numbers of references and content of internet book reviews play an important role in borrowing intention.

These results can provide librarians with a reference for promoting book‐borrowing activities. They can also provide internet bookstores with a reference for managing their book reviews.

Electronic word‐of‐mouth reviews have become an important guide to reader borrowing intention. The study investigates readers' thoughts on internet book reviews and their effects, and advances several management suggestions.

While the sizable body of research focusses on various psychological effects of enterprise social media (ESM), research connecting the link between ESM and cyberslacking is still very sparse. Drawing inspiration from the social bonding theory, the authors have proposed a moderated mediation model to explain how ESM affordances reduce cyberslacking, mediated significantly by workplace social bonding when the perceived co-worker involvement is high.

Utilising a sample of 384 respondents, the study tested the model fit and hypothesised relationships with AMOS and PROCESS MACRO.

The findings show that workplace social bonding mediates the relationship between ESM affordances and cyberslacking. The results are also consistent with the moderated mediation model as the mediation is significant when the perceived co-worker involvement is high, and the mediation is insignificant when the moderator is low/moderate.

Considering the potential behavioural dynamics of ESM artefacts, the authors have introduced self-expression (via microblogging), recognition (from paralinguistic digital affordances) and network externality as ESM affordances. Alongside the existing measures to reduce employee deviance, the proposed model with the above-mentioned affordances can be investigated in detail by the future research community.

In light of the findings, the study demonstrates that ESM can be treated as a mechanism to keep cyberslacking at bay. The results offer significant implications for managers, who lookout for innovative and soft strategies to reduce cyberslacking in the workplace.

Instead of implementing strict policies to kerb cyberslacking, this study proposes an alternative and an interesting model by introducing ESM as a strategic tool in reducing cyberslacking. The paper argues that ESM, being a potential tool for employee engagement and bonding, may offset the employees' tendency to involve in cyberslacking.

Although intellectual disability (ID) and criminal offending have long been associated, the nature of this link is obfuscated by reliance on historically unrigorous means of assessing ID and fractionating social cognitive skills. The purpose of this paper is to review and report current findings and set an agenda for future research in social perception, social inference and social problem solving in ID violent offenders.

The literature is reviewed on comorbidity of criminal offending and ID, and on social cognitive impairment and ID offending. In an exploratory case-control series comprising six violent offenders with ID and five similarly able controls, emotion recognition and social inference are assessed by the Awareness of Social Inference Test and social problem-solving ability and style by an adapted Social Problem-Solving Inventory.

Violent offenders recognised all emotions except “anxious”. Further, while offenders could interpret and integrate wider contextual cues, absent such cues offenders were less able to use paralinguistic cues (e.g. emotional tone) to infer speakers’ feelings. Offenders in this sample exceeded controls’ social problem-solving scores.

This paper confirms that ID offenders, like neurotypical offenders, display specific deficits in emotion recognition – particularly fear recognition – but suggests that in ID offenders impairments of affect perception are not necessarily accompanied by impaired social problem solving. The implication for therapeutic practice is that ID offenders might be most effectively rehabilitated by targeting simpler, low-level cognitive processes, such as fear perception, rather than adapting treatment strategies from mainstream offenders.

This study aims to evaluate elements of corporate communication in online communities (OCs) and their influence on corporate impression formation. Interactive online platforms such as OCs are growing. Companies are discovering their importance and increasingly include OCs in their communication activities. The present study identifies the underlying components relevant to successful corporate communication in OCs, and further explore if and how online community members (OCMs) expect companies to communicate with them, explaining how corporate impressions are formed.

A qualitative research method was chosen, consisting of two stages. In stage one, 17 expert interviews with academics and practitioners were conducted, and in stage two, 12 OCMs were interviewed to clarify the concepts and gain new insights.

The study gains new knowledge relating to corporate communication in OCs and image formation. Specifically, the authors identify and confirm important key constructs in corporate impression formation in OCs, namely, relevance of messages, communication style, social context cues, affiliation, perceived similarity, source credibility and interpersonal communication. Furthermore, a conceptual model is proposed on the relationship between communication elements relevant in online communities and their influence on corporate impression.

The study helps to refine existing concepts of corporate impression formation in OCs. It is suggested that understanding how corporate impression is formed in OCs helps companies to participate in virtual networks, improving their corporate impression.

This study extends prior findings on word-of-mouth on the Internet (word-of-mouse) to demonstrate that communication among virtual community (VC) members can influence the image formation process, such that positive word-of-mouse has a positive effect on corporate image.