oa South African Journal of Economic and Management Sciences - Sales call anxiety: investigating the role of fear in a selling situation
|Article Title||Sales call anxiety: investigating the role of fear in a selling situation|
|© Publisher:||University of Pretoria|
|Journal||South African Journal of Economic and Management Sciences|
|Affiliations||1 Department of Industrial Psychology, University of Port Elizabeth|
|Publication Date||Sep 2002|
|Pages||549 - 565|
|Keyword(s)||Antecedents, Black salespeople, Business, Factor analysis, Hypotheses testing, Industry, Insurance sales staff, J 20, J 24, J 28, JEL, Marketing, Port Elizabeth, Psychology, Regression analysis, Sales call anxiety, SCA, Statistics and White salespeople|
ISI Social Science
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.
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