Sales call anxiety: Investigating the role of fear in a selling situation
South African Journal of Economic and Management Sciences
| Field | Value | |
| Title | Sales call anxiety: Investigating the role of fear in a selling situation | |
| Creator | Rousseau, G. G. Jansingh, L. | |
| Description | The main objective of this study was to investigate sales call anxiety (SCA)amongst insurance sales staff in Port Elizabeth. The study was based on past research and uses a modified questionnaire developed in previous research. The sample (N=112 sales persons) was drawn using a simple random sampling technique. Results confirm four dimensions of SCA identified by Verbeke and Bagozzi (2000), namely negative self-evaluation, negative evaluation from clients, physiological symptoms and protective actions. Significant differences in SCA between black and white salespeople were further observed. These findings have important implications for training of salespeople. | |
| Publisher | AOSIS Publishing | |
| Date | 2002-09-30 | |
| Identifier | 10.4102/sajems.v5i3.2741 | |
| Source | South African Journal of Economic and Management Sciences; Vol 5, No 3 (2002); 549-565 2222-3436 1015-8812 | |
| Language | eng | |
| Relation |
The following web links (URLs) may trigger a file download or direct you to an alternative webpage to gain access to a publication file format of the published article:
https://sajems.org/index.php/sajems/article/view/2741/1519
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