Salespeople’s Emotions: An Initial Theoretical Inquiry into the Emotions of Industrial Products’ Salespeople

Aviv Shoham, Marian Friestad

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review

Abstract

Consumer behavior literature about moods and emotions has grown over the last few years (Gardner 1985), but advances in understanding the importance of moods and emotions in industrial settings has lagged. This paper applies the findings of research about emotions to salespeople. It synthesizes the literature and provides direction for future research.

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Pages290-294
Number of pages5
DOIs
StatePublished - 2015
Externally publishedYes

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

Bibliographical note

Publisher Copyright:
© 2015, The Academy of Marketing Science.

Keywords

  • Antecedent Condition
  • Appraisal Theory
  • Coping Behavior
  • Coping Potential
  • Display Rule

ASJC Scopus subject areas

  • Strategy and Management
  • Marketing

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