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Coping with Sales Call Anxiety and Its Effects on Protective Actions

Author

Listed:
  • Belschak, F.D.
  • Verbeke, W.J.M.I.
  • Bagozzi, R.P.

Abstract

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.

Suggested Citation

  • Belschak, F.D. & Verbeke, W.J.M.I. & Bagozzi, R.P., 2004. "Coping with Sales Call Anxiety and Its Effects on Protective Actions," ERIM Report Series Research in Management ERS-2004-013-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    • Handle: RePEc:ems:eureri:1172
    as

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    References listed on IDEAS

    as
    1. N/A, 1991. "Appraisal," National Institute Economic Review, National Institute of Economic and Social Research, vol. 138(1), pages 3-5, November.
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    More about this item

    Keywords

    attentional deployment; coping; sales call anxiety; situation modification;
    All these keywords.

    JEL classification:

    • C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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