Date of Award

Spring 2016

Degree Type


Degree Name

Master of Arts (MA)

First Advisor

Dr. Alan Stephenson


The research outlined in this work is founded on the notion that every individual is affected by a degree of Communication Apprehension (CA), and the level of apprehension individuals experience has the potential to either positively or negatively influence their ability to perform in the workplace. Specifically, this research examines the relationships between the constructs of communication apprehension, performance anxiety, organizational role, and employee performance. The results found that individuals in sales-related professional roles have a significantly lower level of overall CA than the general population; individuals in customer-facing roles displayed no difference in CA level based on sex, organizational level, or region of the country; and there is no correlation between overall CA level and sales performance. The findings offer practical implications for those who recruit and manage sales professionals.

Creative Commons License

Creative Commons Attribution 4.0 International License
This work is licensed under a Creative Commons Attribution 4.0 International License.