Exploring the dark side of managerial upselling emphasis : exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Volkan Yeniaras, Ismail Gölgeci, Ilker Kaya
| 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
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| 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 |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2024.01.004 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014530424