Coping with Sales Call Anxiety and Its Effects on Protective Actions (2004)
Belschak, F., Verbeke, W., Bagozzi, R.P.
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...
Verbeke, W., Belschak, F., Bagozzi, R.P.
We define emotional competence as a person’s domain-specific working model about how one can appropriately manage one’s emotions within interpersonal situations. Emotional competence is conceived...
Verbeke, W., Belschak, F., Wuyts, S., Bagozzi, R.P.
Account managers invest in two distinct, compensatory social ties to achieve social capital, namely peripheral knowledge ties and implementation support ties. The first ties require communal...
The Adaptive Consequences of Pride in Personal Selling (2004)
Verbeke, W., Belschak, F., Bagozzi, R.P.
Study 1 investigates the beneficial effects of experiencing pride. Pride was found to have two different effects. First, it increases salespersonsâ performance-related motivations. Specifically,...
The Adaptive Consequences of Pride in Personal Selling
Study 1 investigates the beneficial effects of experiencing pride. Pride was found to have two different effects. First, it increases salespersons’ performance-related motivations....
We define emotional competence as a person’s domain-specific working model about how one can appropriately manage one’s emotions within interpersonal situations. Emotional competence is...
Belschak, F.D., Wuyts, S.H.K., Bagozzi, R.P.
Account managers invest in two distinct, compensatory social ties to achieve social capital, namely peripheral knowledge ties and implementation support ties. The first ties require communal...
Coping with Sales Call Anxiety and Its Effects on Protective Actions
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...