Coping with Sales Call Anxiety and its Effects on Protective Actions

52 Pages Posted: 20 Mar 2004

See all articles by Frank Belschak

Frank Belschak

University of Cologne - Department of Economics

Willem Verbeke

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)

Richard P. Bagozzi

University of Michigan, Stephen M. Ross School of Business

Date Written: 20 2004 1,

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.

Keywords: sales call anxiety, coping, attentional deployment, situation modification

JEL Classification: M, M31, C44

Suggested Citation

Belschak, Frank and Verbeke, Willem and Bagozzi, Richard P., Coping with Sales Call Anxiety and its Effects on Protective Actions (20 2004 1,). Available at SSRN: https://ssrn.com/abstract=513774

Frank Belschak (Contact Author)

University of Cologne - Department of Economics ( email )

Herbert-Lewin-Str.2
Cologne, 50931
Germany
+49 221 470 2500 (Phone)
+49 221 470 5175 (Fax)

Willem Verbeke

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) ( email )

P.O. Box 1738
3000 DR Rotterdam, NL 3062 PA
Netherlands

Richard P. Bagozzi

University of Michigan, Stephen M. Ross School of Business ( email )

701 Tappan Street
Ann Arbor, MI MI 48109
United States

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