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

Volume: 82, Issue: 3, Pages: 45 - 69
Published: May 1, 2018
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...
Paper Details
Title
Unpacking the Relationship Between Sales Control and Salesperson Performance: A Regulatory Fit Perspective
Published Date
May 1, 2018
Volume
82
Issue
3
Pages
45 - 69
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