Frank Belschak

University of Cologne - Department of Economics

Herbert-Lewin-Str.2

Cologne, 50931

Germany

SCHOLARLY PAPERS

5

DOWNLOADS
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1,116

CITATIONS
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Top 40,114

in Total Papers Citations

4

Scholarly Papers (5)

1.

Exploring Emotional Competence: Its Effects on Coping, Social Capital, and Performance of Salespeople

ERIM Report Series Reference No. ERS-2004-014-ORG
Number of pages: 59 Posted: 20 Mar 2004
Willem Verbeke, Frank Belschak and Richard P. Bagozzi
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics and University of Michigan, Stephen M. Ross School of Business
Downloads 354 (59,811)

Abstract:

emotional competence, emotion regulation, coping, social capital and performance

2.

Coping with Sales Call Anxiety and its Effects on Protective Actions

ERIM Report Series Reference No. ERS-2004-013-MKT
Number of pages: 52 Posted: 20 Mar 2004
Frank Belschak, Willem Verbeke and Richard P. Bagozzi
University of Cologne - Department of Economics, Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) and University of Michigan, Stephen M. Ross School of Business
Downloads 221 (105,203)

Abstract:

sales call anxiety, coping, attentional deployment, situation modification

3.

Combining Commerce and Culture

ERIM Report Series Reference No. ERS-2001-84-ORG
Number of pages: 46 Posted: 18 Jul 2006
Barbara Krug and Frank Belschak
Erasmus University Rotterdam (EUR) - Rotterdam School of Management (RSM) and University of Cologne - Department of Economics
Downloads 201 (117,392)
Citation 2

Abstract:

economic development, transition, China, government, business networking

4.

When Intelligence is (Dys)Functional for Achieving Sales Performance

ERIM Report Series Reference No. ERS-2008-034-MKT
Number of pages: 55 Posted: 20 Jun 2008
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics, University of Utrecht and Erasmus University Rotterdam (EUR)
Downloads 165 (143,262)
Citation 2

Abstract:

sales, knowledge based marketing, knowledge, general mental ability, thinking styles

5.

Account Managers Creation of Social Capital: Communal and Instrumental Investments and Performance Implications

ERIM Report Series Reference No. ERS-2004-011-MKT
Number of pages: 45 Posted: 20 Mar 2004
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Cologne - Department of Economics, Catholic University of Leuven (KUL) and University of Michigan, Stephen M. Ross School of Business
Downloads 130 (168,595)

Abstract:

account management, social capital, organizational citizenship behaviors, reciprocity