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citations
Cited by 16 publications
(16 citation statements)
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References 37 publications
(55 reference statements)
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“…Although arm gestures influenced charisma perceptions in both cultures, depending on the cultural context either the symmetrical or asymmetrical movements enhanced the salesperson's charisma, a finding that is in concordance with extant literature on nonverbal behavior. In light of these findings, we likewise suggest that sales professionals, specifically those located in high-gesture countries, exercise caution when applying the findings of previous studies on nonverbal charismatic behaviors (Antonakis, Fenley, and Liechti 2011;Holladay and Coombs 1994;Clark and Greatbatch 2011).…”
Section: Managerial Implicationsmentioning
confidence: 61%
“…However, the repertoire of the analyzed nonverbal communication behaviors is rather limited and still leaves open questions, especially with regard to sales. Clark and Greatbatch (2011) also note the limited repertoire of bodily behaviors; they indicate that a research gap remains with respect to specific bodily behaviors (e.g., arm actions, arm postures) that express a person's charisma.…”
Section: Manifestation Of Charismamentioning
confidence: 99%
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“…Central to many conceptions of charisma is the ability of the leader to articulate a vision and move the followers toward achieving it (Awamleh & Gardner, 1999; Bligh, Kohles, & Meindl, 2004; Davis & Gardner, 2012; Deichmann & Stam, 2015), and subsequently toward an ideal future state (Carton, Murphy, & Clark, 2014). Communicating a vision includes both the content of the message as well as its delivery (Awamleh & Gardner, 1999; Bass & Stogdill, 1990; Bligh et al, 2004; Clark & Greatbatch, 2011; Holladay & Coombs, 1994; Kirkpatrick & Locke, 1996; Rosenberg & Hirschberg, 2009). Although past research took into consideration other variables (e.g., organizational performance cues, leadership beliefs) as affecting perceived charisma, in addition to delivery and vision, delivery has been found a key determinant of perceived charisma.…”
Section: Introductionmentioning
confidence: 99%
“…A visionary content should refer to the audience emotions, values, identities, and hopes, their collective history and moral justification, as well as the speaker’s own identification with the audience (Clark & Greatbatch, 2011; Shamir, Arthur, & House, 1994; Shamir, House, & Arthur, 1993). It must relate to some idealized or desired goals that the leader wants the followers to achieve in the future (Conger & Kanungo, 1987).…”
Section: Introductionmentioning
confidence: 99%