Problem- and emotion-focused coping dimensions and sales presentation effectiveness
David Strutton, James R. Lumpkin
Journal of the Academy of Marketing Science · 1994 · Volume 22 · Issue 1
Abstract
The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore, the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation effectiveness.
Keywords
Coping Strategy, Role Stress, Stressful Episode, Market Science Winter, Positive Reinterpretation
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