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 after the question period and subsequently decreased 20 and 50 minutes after, indicating a relatively fast recovery rate. Negative significant correlations were found between self-reported experience of stress and C levels in periods 3 and 4 which might indicate affect labeling, a coping technique that focuses on the underlying physiological response. Using two candidate genes, DRD2 and DRD4, we investigated associations between C levels in the four periods. Carriers of DRD2 Taq A1+ and DRD4 7R+ alleles had lower C levels compared to non-carriers, both right after the question period and 20 minutes later which might indicate flexibility in using coping strategies involving distraction from the task. The gained insights reveal that SPA entails multilevel processes that affect one another reciprocally.
Managerial Decision Making in Marketing: Introduction to the Special Issue
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000030
This is the introduction from special issue editor B. Wierenga.
Kind and Wicked Experience in Marketing Management
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000031
This article by R. M. Hogarth and E. Soyer deals with the role of experience in marketing.
The Marketing Manager as an Intuitive Statistician
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000032
This article by B. de Langhe is about the marketing manager as an intuitive statistician.
Managerial Decision-Making in Marketing: Matching the Demand and Supply Side of Creativity
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000033
This article by N. Althuizen, B. Wierenga, and B. Chen provides an overview of creativity research in marketing and offers a novel framework for matching the demand and supply side of creativity.
Marketers' Intuitions about the Sales Effectiveness of Advertisements
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000034
This article by N. Hartnett, R. Kennedy, B. Byron, and L. Greenacre examines the quality of marketers’ intuitions about the effectiveness of advertising.
Selecting Predictive Metrics for Marketing Dashboards - An Analytical Approach
, Journal of Marketing Behavior, Volume 2, Issue 2-3 10.1561/107.00000035
This article by K. Pauwels and A. Joshi is about the selection of predictive measures for marketing dashboards.
Journal of Marketing Behavior, Volume 2, Issue 2-3 ICT-based Strategies for Environmental Conflicts: Articles Overiew
See the other articles that are part of this special issue.