Original Research

Sales call anxiety: Investigating the role of fear in a selling situation

G. G. Rousseau, L. Jansingh
South African Journal of Economic and Management Sciences | Vol 5, No 3 | a2741 | DOI: https://doi.org/10.4102/sajems.v5i3.2741 | © 2018 G. G. Rousseau, L. Jansingh | This work is licensed under CC Attribution 4.0
Submitted: 06 August 2018 | Published: 30 September 2002

About the author(s)

G. G. Rousseau, Department of Industrial Psychology, University of Port Elizabeth, South Africa
L. Jansingh, Department of Industrial Psychology, University of Port Elizabeth, South Africa

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Abstract

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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