Coping with Sales Call Anxiety and Its Effects on Protective Actions
2004-01-20
Research Paper
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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
Classifications using
Journal of Economic Literature (JEL) Classification System
- M : Business Administration and Business Economics; Marketing; Accounting
- C44 : Statistical Decision Theory; Operations Research
- M31 : Marketing
Automatically Extracted Terms
- anxiety
- action
- situation
- cognition
- anxiety cognitions
- strategy
- sensation
- salespeople
- attentional deployment
- effect
- situation modification
- attentional
- modification
- deployment
- research
- interaction
- component
- bagozzi
- verbeke
- emotion
