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.
|Title of host publication||Developments in Marketing Science|
|Subtitle of host publication||Proceedings of the Academy of Marketing Science|
|Number of pages||5|
|State||Published - 2015|
|Name||Developments in Marketing Science: Proceedings of the Academy of Marketing Science|
Bibliographical notePublisher Copyright:
© 2015, The Academy of Marketing Science.
- Antecedent Condition
- Appraisal Theory
- Coping Behavior
- Coping Potential
- Display Rule
ASJC Scopus subject areas
- Strategy and Management