Browsing by Publisher "Amer Marketing Assoc"
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Unpacking the Relationship Between Sales Control and Salesperson Performance: A Regulatory Fit Perspective
Authors:
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 ...
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When Does (Mis)Fit in Customer Orientation Matter for Frontline Employees' Job Satisfaction and Performance?
Authors:
Publisher and Date:(Amer Marketing Assoc, 2016)The role of coworkers' customer orientation (CO) in influencing an employee's CO has received sparse attention in the literature. This research serves two purposes. First the study draws on person-group fit theory to develop and test a model of a frontline employee's CO relative to that of his or her coworkers as well as the effects of CO (mis)fit on job satisfaction and service performance through coworker relationship quality. Second the authors propose three workgroup characteristics-group size ...
