Regulatory Focus and Individual Sales Performance of Field Marketers: A Constructive Replication
We tested whether field marketers’ regulatory focus predicted their performance. Promotion focus spurs eagerness (acting on opportunity, to advance), whereas prevention focus spurs vigilance (not acting, to maintain security). When sales work involves approaching as many new buyers as possible for s...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
| Published: |
Routledge
2018
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| Online Access: | View Fulltext in Publisher |