Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness
dc.contributor.author | Dunstan, Kingsley | |
dc.contributor.supervisor | Prof. Desmond Klass | |
dc.contributor.supervisor | Assoc. Prof. Niki Hynes | |
dc.date.accessioned | 2017-01-30T10:08:54Z | |
dc.date.available | 2017-01-30T10:08:54Z | |
dc.date.created | 2016-12-20T05:48:55Z | |
dc.date.issued | 2016 | |
dc.identifier.uri | http://hdl.handle.net/20.500.11937/1546 | |
dc.description.abstract |
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. | |
dc.language | en | |
dc.publisher | Curtin University | |
dc.title | Exploring anticipatory emotions and their role in self-perceived B2B salesperson effectiveness | |
dc.type | Thesis | |
dcterms.educationLevel | PhD | |
curtin.department | Graduate School of Business | |
curtin.accessStatus | Open access |