Coping with Sales Call Anxiety and Its Effects on Protective Actions
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||attentional deployment, coping, sales call anxiety, situation modification|
Belschak, F.D., Verbeke, W.J.M.I., & Bagozzi, R.P.. (2004). Coping with Sales Call Anxiety and Its Effects on Protective Actions (No. ERS-2004-013-MKT). Retrieved from http://hdl.handle.net/1765/1172