Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Fred Miao, Yi Zheng, Zhimei Zang, Douglas B. Grisaffe, Kenneth Evans
| Year of publication: |
2022
|
|---|---|
| Authors: | Miao, Fred ; Zheng, Yi ; Zang, Zhimei ; Grisaffe, Douglas B. ; Evans, Kenneth R. |
| Subject: | Adaptive selling | Prevention focus | Promotion focus | Sales controls | Service behaviors | Verkaufspersonal | Salespeople | Verkauf | Selling | Arbeitsverhalten | Work behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-021-00821-y [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013199137