Unpacking the Relationship Between Sales Control and Salesperson Performance: A Regulatory Fit Perspective

Katsikeas, CS orcid.org/0000-0002-8748-6829, Auh, S, Spyropoulou, S orcid.org/0000-0001-9509-254X et al. (1 more author) (2018) Unpacking the Relationship Between Sales Control and Salesperson Performance: A Regulatory Fit Perspective. Journal of Marketing, 82 (3). pp. 45-69. ISSN 0022-2429

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Copyright, Publisher and Additional Information: © 2018, American Marketing Association. This is an author produced version of a paper published in Journal of Marketing. Uploaded with permission from the publisher.
Keywords: sales control; exploratory learning; exploitative learning; salesperson performance; regulatory focus theory
Dates:
  • Published: 1 May 2018
  • Accepted: 4 January 2018
Institution: The University of Leeds
Academic Units: The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS)
Depositing User: Symplectic Publications
Date Deposited: 17 Jan 2018 14:57
Last Modified: 01 May 2019 00:39
Status: Published
Publisher: American Marketing Association
Identification Number: https://doi.org/10.1509/jm.16.0346

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