Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

CiteULike is a free service for managing and discovering scholarly references - click here to get started.

Sign In to gain access to subscriptions and/or personal tools.
Journal of the Academy of Marketing Science
This Article
Right arrow Full Text (PDF)
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Right arrow Citation Map
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrow Add to My Marked Citations
Citing Articles
Right arrow Citing Articles via HighWire
Right arrow Citing Articles via Google Scholar
Google Scholar
Right arrow Articles by Strutton, D.
Right arrow Articles by Lumpkin, J. R.
Right arrow Search for Related Content
Social Bookmarking
Add to CiteULike   Add to Complore   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati   Add to Twitter  
What's this?

Problem- and Emotion-Focused Coping Dimensions and Sales Presentation Effectiveness

David Strutton

University of Southwestern Louisiana

James R. Lumpkin

University of Southwestern Louisiana

The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore, the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation effectiveness.

Journal of the Academy of Marketing Science, Vol. 22, No. 1, 28-37 (1994)
DOI: 10.1177/0092070394221003
Add to CiteULike CiteULike   Add to Complore Complore   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati   Add to Twitter Twitter    What's this?


This article has been cited by other articles:


Home page
 Journal of the Academy of Marketing ScienceHome page
N. Stephens and K. P. Gwinner
Why Don't Some People Complain? A Cognitive-Emotive Process Model of Consumer Complaint Behavior
Journal of the Academy of Marketing Science, July 1, 1998; 26(3): 172 - 189.
[Abstract] [PDF]

Home page
 Journal of the Academy of Marketing ScienceHome page
S. A. Nonis, J. K. Sager, and K. Kumar
Salespeople's Use of Upward Influence Tactics (UITs) in Coping with Role Stress
Journal of the Academy of Marketing Science, December 1, 1995; 24(1): 44 - 56.
[Abstract]

Home page
 Journal of the Academy of Marketing ScienceHome page
D. Strutton, L. E. Pelton, and J. R. Lumpkin
Personality Characteristics and Salespeople's Choice of Coping Strategies
Journal of the Academy of Marketing Science, March 1, 1995; 23(2): 132 - 140.
[Abstract]