A situational analysis on how salespeople experience and cope with shame and embarrassment

By Willem J. M. I. Verbeke, Richard P. Bagozzi. 2002

103 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/ff5f304fc389e78612d2b04d2f6bd59884f91b82

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Social Psychology

1. Utz Schäffer
2. Franziska Fischer
3. Michael Burkert

In Sociology and Political Science

1. Anjala S. Krishen
2. My Bui
3. Utz Schäffer
4. Franziska Fischer
5. Kenneth Bates
6. Michael Burkert

Citations in the corpus

• Modeling regret effects on consumer post‐purchase decisions (2011, background): “More recent research in the personal selling domain from a salesperson perspective shows a direct relationship between regret for a lost sale and the experience of post-opportunity ruminations (Verbeke and Bagozzi, 2002).”
• Application of the Controllability Principle and Managerial Performance: The Role of Role Perceptions (2011, methodology): “We ropped two items because they significantly cross-loaded n two factors (DeVellis, 1991; Verbeke and Bagozzi, 2002).”