Coping with Sales Call Anxiety and Its Effects on Protective Actions

We study how salespeople cope with sales call anxiety and find that two tactics ultimately reduce dysfunctional protective actions in selling interactions. That is, situation modification and attentional deployment both moderate the effects of felt physiological sensations and anxiety on protective actions.

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Year of publication:	2004-01-20
Authors:	Belschak, Belschak, F.D. ; Verbeke, Verbeke, W.J.M.I. ; Bagozzi, Bagozzi, R.P.
Institutions:	Erasmus Research Institute of Management (ERIM), Erasmus Universiteit Rotterdam
Subject:	attentional deployment \| coping \| sales call anxiety \| situation modification

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Extent:	application/pdf
Series:	ERIM Report Series Research in Management. - ISSN 1566-5283.
Type of publication:	Book / Working Paper
Notes:	The text is part of a series RePEc:ems:eureri Number ERS-2004-013-MKT
Classification:	C44 - Statistical Decision Theory; Operations Research ; M - Business Administration and Business Economics; Marketing; Accounting ; M31 - Marketing
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10010731366