Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness
MetadataShow full item record
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 collected and analysed using proprietary software called SenseMaker©. Participants self-coded their narrative using dynamic Triads and Dyads. The study has contributed new knowledge in the field of anticipatory emotions in B2B sales.