The adaptive consequences of pride in personal selling
Article Abstract:
The adaptive consequences of pride in personal selling and its self-regulation with colleagues and customers are examined. Pride increases salesperson's performance-related motivations and promotes the use of adaptive selling strategies, greater effort, and self-efficacy and pride positively affects organizational citizenship behaviors and the sales persons are affected by their emotions, but are also capable of controlling them to their advantage.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2004
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A cross-country construct validation of cognitive age
Article Abstract:
Details of study testing the validity and universality of cognitive age among older people of Japan and United States, are presented.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2006
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Coping with sales call anxiety: the role of sale perseverance and task concentration strategies
Article Abstract:
Reactions and coping strategies used by sales people to curb anxiety during client interaction and sales calls, are examined.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2006
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