Template-Type: ReDIF-Paper 1.0
Author-Name: Belschak, F.D.
Author-Name-Last: Belschak
Author-Name-First: Frank
Author-Name: Verbeke, W.J.M.I.
Author-Name-Last: Verbeke
Author-Name-First: Willem
Author-Name: Bagozzi, R.P.
Author-Name-Last: Bagozzi
Author-Name-First: Richard
Title: Coping with Sales Call Anxiety and Its Effects on Protective Actions
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.
Creation-Date: 2004-01-20
File-URL: https://repub.eur.nl/pub/1172/ERS%202004%20013%20MKT.pdf
File-Format: application/pdf
Series: RePEc:ems:eureri
Number: ERS-2004-013-MKT
Classification-JEL: C44, M, M31
Keywords: attentional deployment, coping, sales call anxiety, situation modification
Handle: RePEc:ems:eureri:1172