Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Year of publication: |
2022
|
---|---|
Authors: | Miao, Fred ; Zheng, Yi ; Zang, Zhimei ; Grisaffe, Douglas B. ; Evans, Kenneth R. |
Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 50.2022, 3, p. 563-585
|
Subject: | Adaptive selling | Prevention focus | Promotion focus | Sales controls | Service behaviors | Verkaufspersonal | Salespeople | Verkauf | Selling |
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