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

Aviv Shoham; Marian Friestad

doi:10.1007/978-3-319-13159-7_65

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 proceeding › Chapter › peer-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 language	English
Title of host publication	Developments in Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Publisher	Springer Nature
Pages	290-294
Number of pages	5
DOIs	https://doi.org/10.1007/978-3-319-13159-7_65
State	Published - 2015
Externally published	Yes

Publication series

Name	Developments 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

Access to Document

10.1007/978-3-319-13159-7_65

Cite this

Shoham, A., & Friestad, M. (2015). Salespeople’s Emotions: An Initial Theoretical Inquiry into the Emotions of Industrial Products’ Salespeople. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 290-294). (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). Springer Nature. https://doi.org/10.1007/978-3-319-13159-7_65

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Shoham, A & Friestad, M 2015, Salespeople’s Emotions: An Initial Theoretical Inquiry into the Emotions of Industrial Products’ Salespeople. in Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer Nature, pp. 290-294. https://doi.org/10.1007/978-3-319-13159-7_65

Salespeople’s Emotions: An Initial Theoretical Inquiry into the Emotions of Industrial Products’ Salespeople. / Shoham, Aviv; Friestad, Marian.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature, 2015. p. 290-294 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

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Shoham A, Friestad M. Salespeople’s Emotions: An Initial Theoretical Inquiry into the Emotions of Industrial Products’ Salespeople. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature. 2015. p. 290-294. (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). doi: 10.1007/978-3-319-13159-7_65

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

Abstract

Publication series

Bibliographical note

Keywords

ASJC Scopus subject areas

Access to Document

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Cite this