Sales Presentation Anxiety, Cortisol Levels, Self-Reports, and Gene-Gene Interactions

Volume: 2, Issue: 2-3, Pages: 225 - 252
Published: Dec 29, 2016
Abstract
We study sales presentation anxiety (SPA) using multilevel analysis of a quasi-natural field experiment: the final exam of an executive training course where sales professionals (n = 128) compete in teams to present an account plan to a critical audience who then ask questions and evaluate their performance. The best team is announced the winner of the competition. Compared to pre-presentation levels, overall cortisol (C) levels first increased...
Paper Details
Title
Sales Presentation Anxiety, Cortisol Levels, Self-Reports, and Gene-Gene Interactions
Published Date
Dec 29, 2016
Volume
2
Issue
2-3
Pages
225 - 252
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