Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter

By Willem J. M. I. Verbeke, Richard P. Bagozzi. 2000

158 citations recorded by the source corpus.

Subfields: Experimental and Cognitive Psychology, Social Psychology

View Paper: https://www.semanticscholar.org/paper/e71b50950f1eebaa71d26ceb32e303569f2d7f62

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In Experimental and Cognitive Psychology

In Social Psychology

Citations in the corpus

A MODEL OF STRESS AND COPING AND THEIR INFLUENCE ON INDIVIDUAL AND ORGANIZATIONAL OUTCOMES (2009, unknown): “The results of these emotionally charged interactions often lead to job anxiety—which has been linked to the sales profession both conceptually and empirically (e.g., Bagozzi, 1980; Dubinsky & Ingram,1984; Singh, 1998; Verbeke & Bagozzi, 2000).”
Beyond anger: A deeper look at consumer animosity (2015, unknown): “Fear and anxiety in sales encounters are associated with avoidance behaviors and protective actions, such as avoiding eye contact (Verbeke & Bagozzi, 2000).”
Team Stressors, Management Support, and Project and Process Outcomes in New Product Development Projects (2007, background): “A specific form of anxiety is social or team anxiety, which, in one form, manifests itself as a fear of social situations, where individuals perceive themselves to be vulnerable to negative evaluation by others (Verbeke and Bagozzi, 2000).”
Tension and trust in international business negotiations: American executives negotiating with Chinese executives (2006, unknown): “’ The definitions of all these terms have the common aspect of physiological effects (Verbeke and Bagozzi, 2000) on negotiators.”
Emotional Intelligence in Marketing Exchanges (2011, background): “Although several studies have examined specific emotions in marketing encounters such as fear and anxiety (Verbeke and Bagozzi 2000), cheerfulness and excitement (Chitturi, Raghunathan, and Mahajan 2008), gratitude (Palmatier et al. 2009), anger and frustration (Wagner, Hennig-Thurau, and Rudolph…”
The Longitudinal Relationships Between Basic Psychological Needs Satisfaction at School and School-Related Subjective Well-Being in Adolescents (2013, methodology): “Furthermore, the data were analyzed using Structural Equation Modeling (SEM) in order to control measurement error and collinearity among variables (Garcia and Moradi 2012; Malhotra et al. 1999; Verbeke and Bagozzi 2000, p. 93).”