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

David R. Strutton1994

Article1994

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

David R. Strutton · James R. Lumpkin

62 citations·0/0 files stored·Journal of the Academy of Marketing Science

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Stress and Burnout Research Employee Performance and Motivation Emotional Labor in Professions

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References

1951Coefficient Alpha and the Internal Structure of Tests 2013Stress: Appraisal and Coping 1982Self-efficacy mechanism in human agency.1989Assessing coping strategies: A theoretically based approach.1978The Structure of Coping 1980An Analysis of Coping in a Middle-Aged Community Sample 1986Dynamics of a stressful encounter: Cognitive appraisal, coping, and encounter outcomes.1990The Service Encounter: Diagnosing Favorable and Unfavorable Incidents

Cited by

1995Clarification of the Meaning of Job Stress in the Context of Sales Force Research 1995Personality Characteristics and Salespeople's Choice of Coping Strategies 2015Boundary spanning and customer service styles in business solutions implementation 2001The Will to Win: An Investigation of How Sales Managers Can Improve the Quantitative Aspects of Their Sales Force’s Effort 2015The impact of service worker personal resources on relationship quality in business solutions 2023

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1999Influence of Personal Characteristics on Salespeople's Coping Stylearticle · 14 shared references 1995Personality Characteristics and Salespeople's Choice of Coping Strategiesarticle · 12 shared references 1994Personality and coping as moderators of work stress processes: Models, methods and measuresarticle · 11 shared references 1991Coping resources and situational appraisals as predictors of coping behaviorarticle · 11 shared references 1994Coping with work‐related stress: A critique of existing measures and proposal for an alternative methodologyarticle · 11 shared references 1992Coping with job stress: A conceptual evaluation framework for coping measuresarticle · 10 shared references

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Year1994

Typearticle

Published1994-01-01

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations62

Files0 public / 0

ShelfStress and Burnout Research

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doi10.1177/0092070394221003

openalex_workW2092968877

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