Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness

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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...

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Bibliographic Details
Main Author:	Dunstan, Kingsley
Format:	Thesis
Language:	English
Published:	Curtin University 2016
Online Access:	http://hdl.handle.net/20.500.11937/1546

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