Browsing by Author "Mengüç, Bulent"
Unpacking the Relationship Between Sales Control and Salesperson Performance: A Regulatory Fit Perspective Authors:Katsikeas, Constantine S.; Auh, Seigyoung; Spyropoulou, Stavroula; Mengüç, Bulent
Publisher and Date:(Amer Marketing Assoc, 2018)The literature examining the effect of sales control on salesperson performance is at best equivocal. To reconcile inconsistencies in empirical findings this research introduces two new types of salesperson learning: exploratory and exploitative learning. Drawing on regulatory focus theory the authors conceptualize exploratory learning as promotion focused and exploitative learning as prevention focused and find that salespeople exhibit both exploratory and exploitative learning though one is used ...