Download This PaperCoping with Sales Call Anxiety and its Effects on Protective Actions
52 Pages Posted: 20 Mar 2004
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: 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
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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