Anxiety Level and Causes in Personal Selling Videotaped Role Plays
Anxiety Level and Causes in Personal Selling Videotaped Role Plays
复制标题
人员推销录像角色扮演中的焦虑程度及其原因
DOI：
10.1080/10528008.1996.11488526
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发表时间：
1996
期刊：
影响因子：
--
通讯作者：
Sharon Javie
中科院分区：
文献类型：
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作者：
David B. Jones;Sharon Javie
个人销售情景的录像角色扮演被广泛提倡，并被用于帮助个人销售课程中的销售技巧教学。虽然这种技术的支持者承认，它可能会对学生的压力，没有直接的研究已经进行，以确定学生的恐惧水平之前的角色扮演和任何沟通相关的人格特征，可以预测参与角色扮演的焦虑。本研究采用探索性研究和重复性研究的方法，测量了学生对参与所需的录像角色扮演的焦虑水平，以及他们的焦虑水平与基于特质的交流焦虑和整体焦虑水平的关系。研究结果表明，预期录像角色扮演可以产生显着水平的焦虑，学生，这种焦虑是有关的一般通信的忧虑。研究结果强调了教师对通用通信的理解的重要性。
Videotaped role plays of personal selling situations are both widely advocated and used to help teach selling skills in personal selling classes. While proponents of this technique acknowledge that it may be stressful for students, no direct research has been conducted to ascertain the level of apprehension students have prior to role plays and any communication-related personality characteristics that may predict anxiety about participating in role plays. An exploratory study and a replication were undertaken to measure students’ apprehension levels about participating in required videotaped role plays, and the degree to which their apprehension levels were related to trait based communication anxiety versus overall anxiety levels. The findings indicate that anticipating videotaped role plays can generate significant levels of anxiety in students, and this anxiety is related to generic communication apprehension. The findings highlight the importance of instructors’ understanding of generic communication...