Exploring the dark side of managerial upselling emphasis : exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Year of publication: |
2024
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Authors: | Yeniaras, Volkan ; Gölgeci, Ismail ; Kaya, Ilker |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 1873-2062, ZDB-ID 2012747-9. - Vol. 117.2024, p. 238-252
|
Subject: | Emotional exhaustion | Exploitative learning | Exploratory learning | Salesperson performance | Upselling | Verkaufspersonal | Salespeople | Lernende Organisation | Learning organization | Emotion | Stress | Work stress | Unternehmenserfolg | Firm performance | Arbeitsleistung | Job performance | Lernprozess | Learning process | Lernen | Learning |
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