Work

Coping with Sales Call Anxiety and Its Effects on Protective Actions

Year: 2004

Type: report

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.

Source: RePub (Erasmus University Rotterdam)

Authors: Frank D. Belschak, Willem Verbeke, Richard P. Bagozzi, Jesse H. Jones

Language: English

Topic: Emotional Labor in Professions

Subfield: Sociology and Political Science

Field: Social Sciences

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W2128923730

Cites: 63

Cited by: 1

Related to: 10