Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work

Purpose The purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff between affective orientation and the need for cognition (NFC). Using career stage theory, this research proposes that emotion is important and that the relationship between AO and SP is conditional and mediated. Design/methodology/approach The hypothesized model...