Sales Call Anxiety (Verbeke & Bagozzi)
HR & WorkReliability: alpha 0.913 sample items
About this scale
A multi-item measure of anxiety experienced during sales calls — including pre-call apprehension, in-call discomfort, and post-call rumination.
Sample item(s)
“I get nervous before making a sales call”
“I worry about being rejected by the customer”
“I find it hard to focus when calling a difficult customer”
Reliability
Reported internal consistency: alpha 0.91. As a rule of thumb, Cronbach’s α ≥ .70 is considered acceptable, ≥ .80 good, and ≥ .90 excellent for established measures.
Notes
Pair with general anxiety and self-efficacy in sales research.
Source & citation
Verbeke, W., & Bagozzi, R. P. (2000): Sales call anxiety: Exploring what it means when fear rules a sales encounter. Journal of Marketing, Vol. 64, No. 3, pp. 88–101.
Source. Scale details are summarised from the publication cited above. Always consult the original source for the full item set, scoring, and permission to use.
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