{"id":"https://openalex.org/W2940381969","doi":"https://doi.org/10.1093/iwc/iwz005","title":"Examining the Relative Impact of Professional Profile Images and Facial Expressions in Small Business-to-Business Marketing Online","display_name":"Examining the Relative Impact of Professional Profile Images and Facial Expressions in Small Business-to-Business Marketing Online","publication_year":2019,"publication_date":"2019-01-01","ids":{"openalex":"https://openalex.org/W2940381969","doi":"https://doi.org/10.1093/iwc/iwz005","mag":"2940381969"},"language":"en","primary_location":{"id":"doi:10.1093/iwc/iwz005","is_oa":false,"landing_page_url":"https://doi.org/10.1093/iwc/iwz005","pdf_url":null,"source":{"id":"https://openalex.org/S23117883","display_name":"Interacting with Computers","issn_l":"0953-5438","issn":["0953-5438","1873-7951"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310311648","host_organization_name":"Oxford University Press","host_organization_lineage":["https://openalex.org/P4310311648","https://openalex.org/P4310311647"],"host_organization_lineage_names":["Oxford University Press","University of Oxford"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Interacting with Computers","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://hdl.handle.net/11250/3005712","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5027733319","display_name":"Sanchit Pawar","orcid":null},"institutions":[{"id":"https://openalex.org/I2800207870","display_name":"H\u00f8yskolen Kristiania","ror":"https://ror.org/03gss5916","country_code":"NO","type":"education","lineage":["https://openalex.org/I2800207870"]}],"countries":["NO"],"is_corresponding":true,"raw_author_name":"Sanchit Pawar","raw_affiliation_strings":["Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway"],"affiliations":[{"raw_affiliation_string":"Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway","institution_ids":["https://openalex.org/I2800207870"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5070037224","display_name":"Asle Fagerstr\u00f8m","orcid":"https://orcid.org/0000-0002-8854-1658"},"institutions":[{"id":"https://openalex.org/I2800207870","display_name":"H\u00f8yskolen Kristiania","ror":"https://ror.org/03gss5916","country_code":"NO","type":"education","lineage":["https://openalex.org/I2800207870"]}],"countries":["NO"],"is_corresponding":false,"raw_author_name":"Asle Fagerstr\u00f8m","raw_affiliation_strings":["Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway"],"affiliations":[{"raw_affiliation_string":"Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway","institution_ids":["https://openalex.org/I2800207870"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5026346017","display_name":"Ifeoma Angelica Z Dimude","orcid":null},"institutions":[{"id":"https://openalex.org/I2800207870","display_name":"H\u00f8yskolen Kristiania","ror":"https://ror.org/03gss5916","country_code":"NO","type":"education","lineage":["https://openalex.org/I2800207870"]}],"countries":["NO"],"is_corresponding":false,"raw_author_name":"Ifeoma Angelica Z Dimude","raw_affiliation_strings":["Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway"],"affiliations":[{"raw_affiliation_string":"Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway","institution_ids":["https://openalex.org/I2800207870"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5070006098","display_name":"Valdimar Sigur\u00f0sson","orcid":"https://orcid.org/0000-0002-2420-4863"},"institutions":[{"id":"https://openalex.org/I123185442","display_name":"Reykjav\u00edk University","ror":"https://ror.org/05d2kyx68","country_code":"IS","type":"education","lineage":["https://openalex.org/I123185442"]}],"countries":["IS"],"is_corresponding":false,"raw_author_name":"Valdimar Sigurdsson","raw_affiliation_strings":["School of Business, Reykjavik University, Reykjavik, Iceland"],"affiliations":[{"raw_affiliation_string":"School of Business, Reykjavik University, Reykjavik, Iceland","institution_ids":["https://openalex.org/I123185442"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5103220559","display_name":"Niklas Eriksson","orcid":"https://orcid.org/0000-0001-9295-7114"},"institutions":[{"id":"https://openalex.org/I198445264","display_name":"Arcada University of Applied Sciences","ror":"https://ror.org/02s466x84","country_code":"FI","type":"education","lineage":["https://openalex.org/I198445264"]},{"id":"https://openalex.org/I2800207870","display_name":"H\u00f8yskolen Kristiania","ror":"https://ror.org/03gss5916","country_code":"NO","type":"education","lineage":["https://openalex.org/I2800207870"]}],"countries":["FI","NO"],"is_corresponding":false,"raw_author_name":"Niklas Eriksson","raw_affiliation_strings":["Arcada University of Applied Sciences, Helsinki, Finland","Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway"],"affiliations":[{"raw_affiliation_string":"Arcada University of Applied Sciences, Helsinki, Finland","institution_ids":["https://openalex.org/I198445264"]},{"raw_affiliation_string":"Behavioral Lab, Department of Technology, Kristiania University College, Christian Krohgs Gate 32, Oslo, Norway","institution_ids":["https://openalex.org/I2800207870"]}]}],"institutions":[],"countries_distinct_count":3,"institutions_distinct_count":5,"corresponding_author_ids":["https://openalex.org/A5027733319"],"corresponding_institution_ids":["https://openalex.org/I2800207870"],"apc_list":{"value":2635,"currency":"GBP","value_usd":3232},"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":1,"citation_normalized_percentile":{"value":0.04463527,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":90,"max":94},"biblio":{"volume":"31","issue":"1","first_page":"83","last_page":"94"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10145","display_name":"Consumer Behavior in Brand Consumption and Identification","score":0.9984999895095825,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10145","display_name":"Consumer Behavior in Brand Consumption and Identification","score":0.9984999895095825,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.992900013923645,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11536","display_name":"Consumer Retail Behavior Studies","score":0.9905999898910522,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/facial-expression","display_name":"Facial expression","score":0.7727273106575012},{"id":"https://openalex.org/keywords/context","display_name":"Context (archaeology)","score":0.6226865649223328},{"id":"https://openalex.org/keywords/psychology","display_name":"Psychology","score":0.4907294511795044},{"id":"https://openalex.org/keywords/expression","display_name":"Expression (computer science)","score":0.4704757332801819},{"id":"https://openalex.org/keywords/image","display_name":"Image (mathematics)","score":0.4405684471130371},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.3980327844619751},{"id":"https://openalex.org/keywords/marketing","display_name":"Marketing","score":0.37511947751045227},{"id":"https://openalex.org/keywords/artificial-intelligence","display_name":"Artificial intelligence","score":0.27729636430740356},{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.21322274208068848}],"concepts":[{"id":"https://openalex.org/C195704467","wikidata":"https://www.wikidata.org/wiki/Q327968","display_name":"Facial expression","level":2,"score":0.7727273106575012},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.6226865649223328},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.4907294511795044},{"id":"https://openalex.org/C90559484","wikidata":"https://www.wikidata.org/wiki/Q778379","display_name":"Expression (computer science)","level":2,"score":0.4704757332801819},{"id":"https://openalex.org/C115961682","wikidata":"https://www.wikidata.org/wiki/Q860623","display_name":"Image (mathematics)","level":2,"score":0.4405684471130371},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3980327844619751},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.37511947751045227},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.27729636430740356},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.21322274208068848},{"id":"https://openalex.org/C151730666","wikidata":"https://www.wikidata.org/wiki/Q7205","display_name":"Paleontology","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1093/iwc/iwz005","is_oa":false,"landing_page_url":"https://doi.org/10.1093/iwc/iwz005","pdf_url":null,"source":{"id":"https://openalex.org/S23117883","display_name":"Interacting with Computers","issn_l":"0953-5438","issn":["0953-5438","1873-7951"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310311648","host_organization_name":"Oxford University Press","host_organization_lineage":["https://openalex.org/P4310311648","https://openalex.org/P4310311647"],"host_organization_lineage_names":["Oxford University Press","University of Oxford"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Interacting with Computers","raw_type":"journal-article"},{"id":"pmh:oai:kristiania.brage.unit.no:11250/3005712","is_oa":true,"landing_page_url":"https://hdl.handle.net/11250/3005712","pdf_url":null,"source":{"id":"https://openalex.org/S4306401716","display_name":"Duo Research Archive (University of Oslo)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I184942183","host_organization_name":"University of Oslo","host_organization_lineage":["https://openalex.org/I184942183"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"83-94","raw_type":"info:eu-repo/semantics/other"}],"best_oa_location":{"id":"pmh:oai:kristiania.brage.unit.no:11250/3005712","is_oa":true,"landing_page_url":"https://hdl.handle.net/11250/3005712","pdf_url":null,"source":{"id":"https://openalex.org/S4306401716","display_name":"Duo Research Archive (University of Oslo)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"host_organization":"https://openalex.org/I184942183","host_organization_name":"University of Oslo","host_organization_lineage":["https://openalex.org/I184942183"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"83-94","raw_type":"info:eu-repo/semantics/other"},"sustainable_development_goals":[{"display_name":"Decent work and economic growth","score":0.4099999964237213,"id":"https://metadata.un.org/sdg/8"}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":61,"referenced_works":["https://openalex.org/W276052594","https://openalex.org/W657705691","https://openalex.org/W1510070215","https://openalex.org/W1535804349","https://openalex.org/W1555414560","https://openalex.org/W1586030117","https://openalex.org/W1777859530","https://openalex.org/W1850070871","https://openalex.org/W1975731691","https://openalex.org/W1977807174","https://openalex.org/W1983610455","https://openalex.org/W1983799481","https://openalex.org/W1993380436","https://openalex.org/W1997851048","https://openalex.org/W1999498014","https://openalex.org/W2003238582","https://openalex.org/W2010453024","https://openalex.org/W2023805965","https://openalex.org/W2035087943","https://openalex.org/W2038125955","https://openalex.org/W2048168224","https://openalex.org/W2048826347","https://openalex.org/W2049659758","https://openalex.org/W2055161924","https://openalex.org/W2060071030","https://openalex.org/W2069206189","https://openalex.org/W2079409986","https://openalex.org/W2081457542","https://openalex.org/W2083329137","https://openalex.org/W2085128415","https://openalex.org/W2092205708","https://openalex.org/W2097302984","https://openalex.org/W2100307458","https://openalex.org/W2105127731","https://openalex.org/W2107114452","https://openalex.org/W2111889013","https://openalex.org/W2122036089","https://openalex.org/W2136266539","https://openalex.org/W2151849583","https://openalex.org/W2157030752","https://openalex.org/W2159190230","https://openalex.org/W2163797176","https://openalex.org/W2168958809","https://openalex.org/W2341720544","https://openalex.org/W2414416903","https://openalex.org/W2530372971","https://openalex.org/W2538664887","https://openalex.org/W2570668993","https://openalex.org/W2587108695","https://openalex.org/W2736498116","https://openalex.org/W2767648617","https://openalex.org/W2794094995","https://openalex.org/W2904167245","https://openalex.org/W3015634246","https://openalex.org/W3025702560","https://openalex.org/W3122188364","https://openalex.org/W4249135598","https://openalex.org/W4285719527","https://openalex.org/W6632189537","https://openalex.org/W6757286705","https://openalex.org/W6777877413"],"related_works":["https://openalex.org/W2899084033","https://openalex.org/W2748952813","https://openalex.org/W2109586390","https://openalex.org/W3096509145","https://openalex.org/W3042772878","https://openalex.org/W2217461731","https://openalex.org/W2996482199","https://openalex.org/W2201024316","https://openalex.org/W2169126105","https://openalex.org/W2356303892"],"abstract_inverted_index":{"This":[0,19],"article":[1],"responds":[2],"to":[3,34,66,143,154,166],"a":[4,27,45,53,58,63,73,85,110,137,148,163],"call":[5],"for":[6,95,102],"research":[7,104],"on":[8,140],"the":[9,32,70,123,141,152],"context-specific":[10],"effects":[11],"of":[12,37,72,91,147],"human":[13],"images":[14],"in":[15,26,109,116],"different":[16],"online":[17,117],"contexts.":[18,119],"study":[20,47],"investigates":[21],"how":[22],"inherent":[23],"facial":[24,60,87,134,157],"expressions":[25,108,121,135,158],"consultant\u2019s":[28,54,111],"profile":[29,55,74,112,149],"image":[30,56,75,83,113,150],"influence":[31,114,168],"likelihood":[33,65,142,153],"contact":[35,67,130,144],"tendency":[36],"small":[38,96],"business-to-business":[39],"website":[40],"visitors.":[41,169],"The":[42],"results":[43],"from":[44,131],"conjoint":[46],"(n":[48],"=":[49],"67)":[50],"demonstrate":[51],"that":[52,127],"with":[57,84],"smiling":[59],"expression":[61],"induced":[62],"higher":[64],"tendency.":[68,145],"While":[69],"absence":[71],"reduced":[76,151],"this":[77],"tendency,":[78],"relatively":[79],"more":[80],"than":[81],"an":[82],"neutral":[86],"expression.":[88],"In":[89],"light":[90],"these":[92],"results,":[93],"implications":[94],"businesses":[97],"as":[98,100,162],"well":[99],"suggestions":[101],"future":[103],"are":[105],"discussed.":[106],"Facial":[107,120],"customers":[115],"B2B":[118],"were":[122],"most":[124],"important":[125],"stimuli":[126],"encourage":[128],"initial":[129],"customers.":[132],"Smiling":[133],"had":[136],"positive":[138],"impact":[139],"Absence":[146],"contact.":[155],"Human":[156],"can":[159],"be":[160],"used":[161],"design":[164],"element":[165],"positively":[167]},"counts_by_year":[{"year":2023,"cited_by_count":1}],"updated_date":"2026-04-04T16:13:02.066488","created_date":"2025-10-10T00:00:00"}