Coping with Sales Call Anxiety and its Effects on Protective Actions
52 Pages Posted: 20 Mar 2004
Date Written: 20 2004 1,
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