Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness
This study explored the role of anticipatory emotions in 134 Business to Business salespeople and the impact they have on salesperson effectiveness. The study adopted a pre-hypothesis research design where participants anonymously provided a narrative describing an important sales call. The data was...
| Main Author: | |
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| Format: | Thesis |
| Language: | English |
| Published: |
Curtin University
2016
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| Online Access: | http://hdl.handle.net/20.500.11937/1546 |
| _version_ | 1848743697580032000 |
|---|---|
| author | Dunstan, Kingsley |
| author_facet | Dunstan, Kingsley |
| author_sort | Dunstan, Kingsley |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | This study explored the role of anticipatory emotions in 134 Business to Business salespeople and the impact they have on salesperson effectiveness. The study adopted a pre-hypothesis research design where participants anonymously provided a narrative describing an important sales call. The data was collected and analysed using proprietary software called SenseMaker©. Participants self-coded their narrative using dynamic Triads and Dyads. The study has contributed new knowledge in the field of anticipatory emotions in B2B sales. |
| first_indexed | 2025-11-14T05:49:41Z |
| format | Thesis |
| id | curtin-20.500.11937-1546 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| language | English |
| last_indexed | 2025-11-14T05:49:41Z |
| publishDate | 2016 |
| publisher | Curtin University |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-15462017-02-20T06:37:01Z Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness Dunstan, Kingsley This study explored the role of anticipatory emotions in 134 Business to Business salespeople and the impact they have on salesperson effectiveness. The study adopted a pre-hypothesis research design where participants anonymously provided a narrative describing an important sales call. The data was collected and analysed using proprietary software called SenseMaker©. Participants self-coded their narrative using dynamic Triads and Dyads. The study has contributed new knowledge in the field of anticipatory emotions in B2B sales. 2016 Thesis http://hdl.handle.net/20.500.11937/1546 en Curtin University fulltext |
| spellingShingle | Dunstan, Kingsley Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness |
| title | Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness |
| title_full | Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness |
| title_fullStr | Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness |
| title_full_unstemmed | Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness |
| title_short | Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness |
| title_sort | exploring anticipatory emotions and their role in self-perceived b2b salesperson effectiveness |
| url | http://hdl.handle.net/20.500.11937/1546 |