Sandra Pauser

Lauder Business School — Austria

Business, Management and Accounting · Social Sciences

4h-index129citations11works0.02yr avg
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Research Topics

Consumer Behavior in Brand Consumption and Identification(5), Psychology of Social Influence(3), Customer Service Quality and Loyalty(2), Cultural Differences and Values(2), Consumer Retail Behavior Studies(2)

Publications11 total

Selling With Negative Emotions—Better Than None? Nonverbal Expressiveness During Sales Presentations: An Experimental Approach
Psychology and Marketing·2026
The influence of deviant advertisements on customer responses: The role of cultural tightness in emerging and developed economies
Psychology and Marketing·2023· 4 citedOpen Access
Emotion Recognition – Recent Advances and Applications in Consumer Behavior and Food Sciences with an Emphasis on Facial Expressions
IntechOpen eBooks·2023· 7 citedOpen Access
The Impact of Bodily Behaviors of Sales Representatives on Charisma Evaluations by Consumers: A Time-Series Perspective
Marketing ZFP·2022· 1 cited
Judging a Book by Its Cover: Assessing the Comprehensibility and Perceived Appearance of Sign Language Avatars
Marketing ZFP·2020· 3 cited
A wearable sales assistant: capturing dynamic nonverbal communication behaviors using sensor technology
Marketing Letters·2019· 14 citedOpen Access
THE COMMUNICATION STYLE MATTERS: IMPROVING SALES EFFECTIVENESS BY USING SOCIOMETRIC SENSORS
Global Fashion Management Conference·2018
An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses
Journal of Personal Selling and Sales Management·2018· 24 citedOpen Access
"The dose makes the poison": Investigating the Optimum Level of a Salesperson's Charisma
Marketing ZFP·2018· 3 cited
CHARISMATIC SELLING: AN INVESTIGATION OF CHARISMATIC NONVERBAL BEHAVIORS IN PERSONAL SELLING
Global marketing conference proceeding·2016
Decision making styles and the use of heuristics in decision making
Journal of Business Economics·2016· 73 citedOpen Access

Frequent Co-authors

Udo Wagner(10), Claus Ebster(2), Cristina del Campo(1), Elisabeth Steiner(1), Rudolf Vetschera(1), Klaus Dürrschmid(1), Ulun Akturan(1)