Unpacking the Relationship Between Sales Control and Salesperson Performance: a Regulatory Fit Perspective

dc.contributor.author Katsikeas, Constantine S.
dc.contributor.author Mengüç, Bülent
dc.contributor.author Auh, Seigyoung
dc.contributor.author Spyropoulou, Stavroula
dc.contributor.author Mengüç, Bülent
dc.contributor.other Business Administration
dc.date.accessioned 2019-06-27T08:05:35Z
dc.date.available 2019-06-27T08:05:35Z
dc.date.issued 2018
dc.department Fakülteler, İşletme Fakültesi, İşletme Bölümü en_US
dc.description.abstract 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 more than the other depending on the type of sales control employed. The results also suggest that the fit between salesperson learning type customer characteristics (i.e. purchase-decision-making complexity) and salesperson characteristics (i.e. preference for sales predictability) is critical to salesperson performance and that salesperson learning mediates the relationship between sales control and salesperson performance (Study 1). Study 2 corroborates the findings using new panel data collected over two waves. The results of this research have important implications for integrating sales control salesperson learning and salesperson performance. en_US]
dc.identifier.citationcount 69
dc.identifier.doi 10.1509/jm.16.0346 en_US
dc.identifier.endpage 69
dc.identifier.issn 0022-2429 en_US
dc.identifier.issn 1547-7185 en_US
dc.identifier.issn 0022-2429
dc.identifier.issn 1547-7185
dc.identifier.issue 3
dc.identifier.scopusquality Q1
dc.identifier.startpage 45 en_US
dc.identifier.uri https://hdl.handle.net/20.500.12469/1092
dc.identifier.uri https://doi.org/10.1509/jm.16.0346
dc.identifier.volume 82 en_US
dc.identifier.wos WOS:000430041200003 en_US
dc.identifier.wosquality Q1
dc.institutionauthor Mengüç, Bülent en_US
dc.language.iso en en_US
dc.publisher Amer Marketing Assoc en_US
dc.relation.journal Journal of Marketing en_US
dc.relation.publicationcategory Makale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanı en_US
dc.rights info:eu-repo/semantics/openAccess en_US
dc.subject Sales control en_US
dc.subject exploratory learning en_US
dc.subject Exploitative learning en_US
dc.subject Salesperson performance en_US
dc.subject Regulatory focus theory en_US
dc.title Unpacking the Relationship Between Sales Control and Salesperson Performance: a Regulatory Fit Perspective en_US
dc.type Article en_US
dc.wos.citedbyCount 78
dspace.entity.type Publication
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