Coping with Sales Call Anxiety and Its Effects on Protective Actions

Belschak, Frank; Verbeke, Willem; Bagozzi, Richard

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.

Additional Metadata
Keywords	attentional deployment, coping, sales call anxiety, situation modification
JEL	Statistical Decision Theory; Operations Research (jel C44), Business Administration and Business Economics; Marketing; Accounting (jel M), Marketing (jel M31)
Persistent URL	hdl.handle.net/1765/1172
Series	ERIM Report Series Research in Management
Organisation	Erasmus Research Institute of Management
Citation APA Style AAA Style APA Style Cell Style Chicago Style Harvard Style IEEE Style MLA Style Nature Style Vancouver Style American-Institute-of-Physics Style Council-of-Science-Editors Style BibTex Format Endnote Format RIS Format CSL Format DOIs only Format	Belschak, F., Verbeke, W., & Bagozzi, R. (2004). Coping with Sales Call Anxiety and Its Effects on Protective Actions (No. ERS-2004-013-MKT). ERIM Report Series Research in Management. Retrieved from http://hdl.handle.net/1765/1172

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Coping with Sales Call Anxiety and Its Effects on Protective Actions

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