295
Views
1
CrossRef citations to date
0
Altmetric
Articles

Impact of Stressful Situations on Salespersons' Gestures

References

  • Ahmad, S. Z., M. S. Basir, and P. J. Kitchen. 2014. The relationship between sales skills and salesperson performance, and the impact of organizational commitment as a moderator: An empirical study in a Malaysian telecommunications company. International Journal of Economics and Management 4 (2):181–211.
  • Andzulis, J., N. G. Panagopoulos, and A. Rapp. 2012. A review of social media and implications on the sales process. Journal of Personal Selling & Sales Management 32 (3):305–17. doi:10.2753/PSS0885-3134320302.
  • Angier, N. 2009, August 17. Brain is a co-conspirator in a vicious stress loop. The New York Times, 1–5.
  • Aries, E. 1982. Verbal and nonverbal behavior in single sex and mixed-sex groups: Are traditional sex roles changing? Psychological Reports 51 (1):127–34. doi:10.2466/pr0.1982.51.1.127.
  • Arnold, T. J., E. Briggs, T. D. Landry, and T. Suter. 2013. The development of core retailer community functions. Journal of Marketing Theory and Practice 21 (3):243–255. doi:10.2753/MTP1069-6679210301.
  • Boesler, M. 2013, October 1. Morgan Stanley economist: I worry about a 1913 scenario with dire consequences for the global economy. Business Insider India.
  • Boorom, M., J. Goolsby, and R. Ramsey. 1998. Relational communication traits and their effects on adaptiveness and sales achievement. Journal of the Academy of Marketing Science 26:16–30. doi:10.1177/0092070398261003.
  • Borg, S. W., and L. Young. 2014. Continuing the evolution of the selling process: A multi-level perspective. Industrial Marketing Management 43 (4):543–52. doi:10.1016/j.indmarman.2014.02.013.
  • Bouchard, S., S. Côté, J. St-Jacques, G. Robillard, and P. Renaud. 2009. Anxiety increases the sense of presence in virtual reality. Presence: Teleoperators & Virtual Environments 17 (4):376–91. doi:10.1162/pres.17.4.376.
  • Bradford, K., G. N. Challagalla, G. K. Hunter, and W. C. Moncrief. 2012. Strategic account management: Conceptualizing, integrating, and extending the domain from fluid to dedicated accounts. Journal of Personal Selling and Sales Management 32 (1):41–56. doi:10.2753/PSS0885-3134320105.
  • Brown, S. P., E. Jones, and T. W. Leigh. 2005. The attenuating effect of role overload on relationships linking self‐efficacy and goal level to work performance. Journal of Applied Psychology 90 (5):972–79. doi:10.1037/0021-9010.90.5.972.
  • Brunet A., D. S. Weiss, T. J. Metzler, S. R. Best, T. C. Neylan, C. Rogers, and C. R. Marmor. 2012. International Society for Traumatic Stress. Journal of Traumatic Stress.
  • Carnegie, D. 2014. Training program description. Nairobi, Kenya: Computer Pride.
  • Chan, D. 2014. Individual adaptativity to changes at work. New York, NY: Taylor and Francis Group.
  • Chintagunta, P. K., and J. Lee. 2012. A pre-diffusion growth model of intentions and purchase. Journal of the Academy of Marketing Science 40:137–54. doi:10.1007/s11747-011-0273-2.
  • Churchill, G., N. Ford, and O. Walker. 1993. Sales force management. Boston, MA: Irwin.
  • Clore, G., N. Hirschberg-Wiggins, and S. Itkin. 2014. Gain and loss CLV orientation’s effect on performance. Journal of Business Research. Volume Conflict Resolution 52:713–36.
  • Cotter, M. J., and J. A. Henley Jr. 2008. First-offer disadvantage in zero-sum game negotiation outcomes. : Journal of Business-To-Business Marketing 15 (1) :25–44.
  • Cron, W. L., G. W. Marshall, J. Singh, R. L. Spiro, and H. Sujan. 2005. Salesperson selection, training, and development: Trends, implications, and research opportunities. Journal of Personal Selling and Sales Management 25 (2):123–36.
  • Cronin, J. 1994. Analysis of the buyer-seller dyad: The social relations model. Journal of Personal Selling & Sales Management 14 (Summer):69–78.
  • Cuddy, A. J. C., M. Kohut, and J. Neffinger (2013), “Connect, then lead”, Harvard Business Review, Summer.
  • Cyrulnik, B. 1997. L’ensorcellement du monde. Paris, France: éditions Odile Jacob.
  • Darmon, R. Y. 2008. The concept of salesperson replacement value: A sales force turnover management tool. The Journal of Personal Selling and Sales Management 28 (3, July):211–32. doi:10.2753/PSS0885-3134280301.
  • Darmon, R. Y., and X. C. Martin. 2011. A new conceptual framework of sales force control systems. Journal of Personal Selling & Sales Management 31 (3). doi:10.2753/PSS0885-3134310307.
  • Das, J. K., and M. Chatterjee. 2014. Job anxiety, personality and coping behaviour: A study on women in service sector. International Journal of Organizational Innovation, 6(3): 153–73.
  • David, L., and J. Sebenius. 1995. Managers and negociation (Les gestionnaires et la négociation). Montréal, Canada: Gaétan Morin Editeurs.
  • Debnath, S. C., and S. Tandon. 2013. Behaviorally anchored rating scales: An experiential approach to a 360 degree learning in human resource management class. Mustang Journal of Management & Marketing, 3 (64).
  • Delpechitre, D. 2013. Importance of cross-cultural empathy in selling—perspective from Asian Indians living in the U.S. International Journal of Business and Social Science 4 (11, September): 1.
  • Descamps, M. A. 1989. Le langage du corps et la communication corporelle. Paris, France: P.U.F.
  • Diana, R., and I. Luginbuehl. 2015. Managing the difficult airway in the syndromic child. Continuing Education in Anaesthesia, Critical Care and Pain Advance, 15:7–13.
  • Donaldson, M. C. 2007. Negotiating for dummies. Hoboken, NJ: Wiley Publishing.
  • Douglas, P. S. 2001. Service with a smile: Emotional contagion in the service encounter. Academy of Management, October 1 44 (5):1018–27.
  • Duncan, S., and D. Fiske. 1977. Face to face interaction research: Methods and theory. Hillsdale, NJ: Lawrence Erlbaum & Wiley.
  • Duval, Y. 2007. Trade facilitation beyond the Doha round of negotiations. Asia Pacific Research and Training Network on Trade Working Papers, 50.
  • Eagly, A. H., and S. Chaiken. 2007. The advantages of an inclusive definition of attitude. Social Cognition 25:582–602. Special Issue: What is an Attitude? doi:10.1521/soco.2007.25.5.582.
  • Ekman, P., and W. V. Friesen. 2003. Unmasking the Face. A Guide to Recognizing Emotions From Facial Clues. Cambridge, Massachussets: Malor Books.Editor: Parreweavou 4206
  • Ellysson, S., J. Dovidio, and R. Corson. 1981. Visual behavior differences in females as a function of self perceived expertise. Journal of Nonverbal Behavior 5 (1):164–71. doi:10.1007/BF00986133.
  • Estes, W. 1991. Statistical models in behavioral research. éd. Hillsdale, NJ: Laurence Erlbaum Ass.
  • Fisher, R. J. 2000. Intergroup conflict. In The handbook of conflict resolution. Theory and practice, ed. M. Deutsch, and P. T. Coleman, 166–84. San Francisco, CA: Jossey- Bass Publishers.
  • Flaherty, K., S. K. Lam, N. Lee, J. P. Mulki, and A. L. Dixon. 2012. Social network theory and the sales manager role: Engineering the right relationship flows. Journal of Personal Selling and Sales Management 32 (1):29–40. doi:10.2753/PSS0885-3134320104.
  • Frey, S. 1984. Die Non-verbale Kommunikation. Stuttgart, Germany: Sel-Stiftung.
  • Ganesan, S., M. Ahearne, A. Rapp, and J. B. Mariadoss. 2012. Challenges of CRM implementation in business-to-business markets: A contingency perspective. Journal of Personal Selling and Sales Management 32 (1):117–29. doi:10.2753/PSS0885-3134320110.
  • Gelfand, M., and J. Brett. 2004. The handbook of negotiation and culture. Stanford, CA: Stanford University Press.
  • Goysberg, M. 2008. How star women build portable skills. Harvard Business Review February 74–81.
  • Grohman, B. 2009. Gender dimensions of brand personality. Journal of Marketing Research 46 (February):66–80.
  • Hall, E. J. 1993. Smiling, deferring, and flirting. Work and Occupations 20 (4, November):452–71. doi:10.1177/0730888493020004003.
  • Halperin, E. 2008. Group-based hatred in intractable conflict in Israel. Journal of Conflict Resolution 52:713–36. doi:10.1177/0022002708314665.
  • Hills, T. 2014. Persuasion and influence. European Journal of Social Psychology 35 (4):469–92.
  • Homburg, C., O. Jensen, and H. Krohmer. 2008. Configurations of marketing and sales: A taxonomy. Journal of Marketing 72 (2):133–54. doi:10.1509/jmkg.72.2.133.
  • Hopkins, T., and B. Katt. 2014. Buyers say no. New York, NY: Grand Central Publishing, Business Plus.
  • Howard, L. 1980. Toward a comprehensive theory of emotion. New York, NY: Academic Press.
  • Huang, W.-Y., (Rene), C.-Y. Huang, and A. J. Dubinsky. 2014. The impact of guanxi on ethical perceptions: The case of Taiwanese salespeople. Journal of Business-To-Business Marketing 21 (1):1–17. doi:10.1080/1051712X.2014.857499.
  • Humphrey, R. H. 2013. Effective leadership: Theory, cases, and applications. Richmond, VA: SAGE Publications, Virginia Commonwealth University.
  • Hunter, M. 2012. “High profit selling”: Win the sale without compromising on price. New York: Edition The Sales Hunter.
  • Janet, G. 2012. The receptionist: An education at the New Yorker. New York: Algonquin Books.
  • Joon-Hee, O., B. N. Rutherford Brian, and J. K. Park. 2014. The interplay of salesperson’s job performance and satisfaction in the financial services industry. Journal of Financial Services Marketing 19 (2): 104–117.
  • Kato, T. 2014. Coping with interpersonal stress and psychological distress at work, comparison of hospital nursing staff and salespeople. Psychology Research and Behavior Management 7 (Jan):31–36. doi:10.2147/PRBM.S57030.
  • Kim, J., E. Song, and S. Lee. 2013. Organizational change and employee organizational identification: Mediation of perceived uncertainty. Social Behavior and Personality: An International Journal 41 (6, July):1019. doi:10.2224/sbp.2013.41.6.1019.
  • Kissinger, H. 1979. At the White House 1968/1973, 355. Paris, France: éd. Fayard.
  • Knecht, S., B. Dräger, M. Deppe, L. Bobe, H. Lohmann, A. Flöel, E.-B. Ringelstein, and H. Henningsen. 2000. Handedness and hemispheric language dominance in healthy humans. Brain, Journal of Neurology (May edition). 10.1093/brain/123.12.2512.
  • Knowles, P., S. Grove, and K. Keck. 1994. Signal detection theory and sales effectiveness. Journal of Personal Selling and Sales Management 14 (1): 300–315.
  • Kraus, F., M. Ahearne, and S. Lam. 2014. Performance impact of middle managers’ adaptive strategy implementation: The role of social capital. Strategic Management Journal 35 (1):68–87. doi:10.1002/smj.2086.
  • Krush, M. T., R. Agnihotri, K. J. Trainor, and S. Krishnakumar. 2013. The salesperson’s ability to bounce back: Examining the moderating role of resiliency on forms of intra-role job conflict and job attitudes, behaviors, and performance. Marketing Management 23.
  • Kuperberg, G. R. 2014. Language comprehension is language learning. The Neurobiology of Language Comprehension: (21st Annual Meeting of the Cognitive Neuroscience Society, held in April in Boston, MA.
  • Langer, E., and A. Beard. 2014. Mindfulness in the age of complexity. Harvard Business Review (22 March)
  • Lassk, F., F. Kraus, and R. Dimascio. 2011. The future of sales training: Challenges and related research questions. Journal of Personal Selling and Sales Management 312 (1):15–28.
  • Leigh, T. W., and J. O. Summers. 2013, October 24. An initial evaluation of industrial buyers’ impressions of salespersons’ nonverbal cues. Journal of Personal Selling & Sales Management 22 (1):41–53.
  • Leslier, V., E. Torres, P. Hidalgo, and P. Farias. 2012. Salesperson Salesperson CLV orientation’s effect on performance. Journal of Business Research 67 (2014):550–57.
  • Lewin, J., and J. Sager. 2009. An investigation of the influence of coping resources in salespersons’ emotional exhaustion. Industrial Marketing Management 38 (7):798–805. doi:10.1016/j.indmarman.2008.02.013.
  • Lichtenthal, J. D., and S. A. Goodwin. 2006. Product related attributes for business markets: Implications for selling and sales management. Psychology & Marketing 23 (3):225–51. doi:10.1002/mar.20097.
  • Macintosh, G., and M. Krush. 2014. Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter? Journal of Business Research 67 (12):2628–35. doi:10.1016/j.jbusres.2014.03.022.
  • Malik, A. A. 2010. “Secrets of Body Language”, Arifanees Management, 25th Anniversary Issue.
  • Mantrala, M. K., S. Albers, F. Caldieraro, O. Jensen, J. Kissan, M. Krafft, C. Narasimhan, S. Gopalakrishna, A. Zoltners, R. Lal, and L. Lodish. 2010. Sales force modeling: State of the field and research agenda. Marketing Letters 21 (3):255–72. doi:10.1007/s11002-010-9111-4.
  • Mantrala, M. K., S. Albers, and S. Sridhar. 2010. Personal selling elasticities: A meta-analysis. Journal of Marketing Research 47 (10):840–853. doi:10.1509/jmkr.47.5.840.
  • Mathias, C. J. 2003. Managing the difficult airway in the syndromic child. Neurosurgery Psychiatry 74 (3).
  • Matsuo, M., H. Katsuo, and T. Katsuyoshi. 2013. Learning-oriented sales management control: The case of a pharmaceutical company. Journal of Business-To-Business Marketing 20 (1):21–31.
  • Maubert, J.-F. 1990. Négocier, les clefs pour réussir, 225. Paris, France: Dunod Entreprise.
  • Mehrabian, A. 1972. A semantic space for nonverbal behavior. Journal of Consulting and Clinical Psychology 35 (2):258–257. (rééd. in Mehrabian, 1972).
  • Moloto, G. R. B., L. Brink, and J. A. Nel. 2014. An exploration of stereotype perceptions amongst support staff within a South African higher education institution. SA Journal of Human Resource Management/SA Tydskrif Vir Menslikehulpbronbestuur 12 (1):706–10.
  • Nicholoson, C. Y., L. D. Compeau, and R. Sethi. 2001. The role of interpersonal of online communications on firm sales. Marketing Science 29, (1):3–15. July
  • Occupational Safety & Health Act of. 1970, public Law 91-596 84 STAT. 1590 91st Congress, S.2193 December 29, 1970, as amended through January 1, 2004
  • Parzuchowski, M., and W. Bogdan. 2013. Hand over heart primes moral judgments and behavior. Journal of Nonverbal Behavior 38(1):145–165.
  • Plank Richard., E. 2014. Comparing the two newest models of sales performance: Silent edge and corporate executive board. The Journal of Selling 14 (1):55–62.
  • Pooler, V., D. Pooler, and S. Farney. 2004. Global purchasing and supply management: Fulfill the vision. Boston, MA : Kluwer Academic.
  • Ramesh, R. S. 2014. Understanding role of the CRM elements and their association with the firms for the growth. International Journal of Business and Administration Research Review 1 (3):116–127.
  • Riratanaphong, C. 2013. Performance measurement on workplace change in 2 different cultural contexts. AB Editors Architecture and Business Environment pp. 1–4. London: University of Westminster.
  • Rothbart, M. 1973. Laughter in young children. Psychological Bulletin 80 (2):247–60. doi:10.1037/h0034846.
  • Sager, J. K., A. J. Dubinsky, P. H. Wilson, and C. Shao. 2014. Factors influencing the impact of sales training: Test of a model. International Journal of Marketing Studies 6(1):1–20.
  • Sanctis, M. 2013. Shrinking labor force a sign of discouraged workers. Dayton Daily News, November 30.
  • Saporta. 2006, Probabilités analyse de données, statistiques, Paris, France: Editions Technip, 622 pages.
  • Schiffenbauer, A. 1974. Effect of observer’s emotional state on judgment of the emotional state of others. Journal of Personality and Social Psychology 30 (1):31–33. doi:10.1037/h0036643.
  • Selye, H. H. 1981. Selye’s guide to stress research, ed. H. Selye, vol. 1. New York, NY: Van Nostrand Reinhold Company.
  • Sethi, D. 2009. Interpersonal communication: Lifeblood of an organization. The IUP Journal of Soft Skills 3(3 & 4):32.
  • Shahnaz, S. 2014. An investigation on customer retention strategies in todays business environment. International Journal of Research in IT & Management IJRIM 4(3):97–107.
  • Spangler, W. D., A. J. Dubinsky, F. J. Yammarino, and M. A. Jolson. 1997. Impact of personality on sales manager leadership style. Journal of Business-To-Business Marketing 3 (4, June):27–53. doi:10.1300/J033v03n04_02.
  • Steenburgh, T., and M. Ahearne. 2012. Motivating salespeople: What really works. Harvard Business Review.
  • Stern, P., and J. Mouton. 2014. Business & economics. Paris, France: Dunod.
  • Stone, M., and M. Starkey. 2011. The possible impact of university corruption on customers’ ethical standards. Journal of Database Marketing & Customer Strategy Management 18:154–70. Lily Hill House, Ascot doi:10.1057/dbm.2011.18.
  • Sujan, H., B. Weitz, and N. Kumar. 1994. Learning orientation, working smart and effective selling. Journal of Marketing 58:39–52. doi:10.2307/1252309.
  • Taber, D. 2009. Salesforce.com secrets of success: Best practices for growth and profitability. Upper Saddle River, NJ: Prentice Hall.
  • Thomas, R., and J. Geersbro. 2014. Drivers of sales innovation in business-to-business firms. In: Conference Proceedings EMAC 2014. European Marketing Academy 43rd Annual Conference: Paradigm Shifts & Interactions, ed. Enrique Bigné, 117. Brussels.
  • Tlhabano, K., M. Selemogwe, S. K. Balogun, and O. A. Ibrahim. 2013. Self-expression, group affiliation, pleasure and memory as predictors of consumer product attachment and satisfaction among mobile phone users. International Journal of Development and Sustainability Online 2(1):86–99.
  • Valencia, J. F., J. Momoitio, and N. Idoyaga. 2010. Social representations and memory: The psychosocial impact of the Spanish. “Law of memory” related to the Spanish Civil War. Revista De Psicología Social 25:73–86. doi:10.1174/021347410790193496.
  • Vicennati, V., F. Pasqui, C. Cavazza, U. Pagotto, and R. Pasquali. 2009. Stress-Related Development of Obesity and Cortisol in Women. Obesity 17 (9):1678–83. doi:10.1038/oby.2009.76.
  • Vivas-Lopez, S. 2014. Talent management and teamwork interaction: Evidence in large Spanish companies. International Journal of Business 19 (1):31–43.
  • Weinstein, L., and R. Mullis. 2012. Technology usage and sales teams: A multilevel analysis of the antecedents of usage. Journal of Personal Selling and Sales Management 32 (2): 245–259.
  • Williams, P. 2014. Emotions and consumer behavior. Journal of Consumer 40: 8–11. doi:10.1086/674429.
  • Wilson, P. H. 1995. Clarification of the meaning of job stress in the context of sales force research. Journal of Personal Selling & Sales Management 15 (3):51–64.
  • Wood, J., J. S. Boles, W. Johnston, and D. Bellenger. 2008. Buyers’ trust of the salesperson: An item level meta-analysis. Journal of Personal Selling and Sales Management 28 (3):263–83. doi:10.2753/PSS0885-3134280304.
  • Wu, X., and J. A. Niederhoff. 2014. Fairness in selling to the newsvendor. Production and Operations Management Society. doi:10.1111/poms.12222.
  • Yang, F.-H., Y.-S. Tsai, and W.-S. Liao. (2014). Examining the mechanisms linking behavioural integrity and affective commitment: The mediatic role of charismatic leadership. International Journal of Organizational Innovation, January 6(3), 153–73.
  • Zhou, H., and D. T. Zhang. 2011. Body Language in Business Negotiation. International Journal of Business and Management 3 (2): 90–96.
  • Zoltners, A. 2006. The complete guide to sales force incentive compensation—how to design and implement plans that work. New York: AMACOM.
  • Zoltners, A., and S. E. Lorimer. 2000. Sales territory alignment: An overlooked productivity tool. Journal of Personal Selling and Sales Management 20(3):139–50.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.