The Adaptive Consequences of Pride in Personal Selling
2004-01-19
Research Paper
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Study 1 investigates the beneficial effects of experiencing pride. Pride was found to have two different effects. First, it increases salespersonsâ performance-related motivations. Specifically, it promotes adaptive selling strategies, greater effort, and self-efficacy. Secondly, it positively affects organizational citizenship behaviors. Study 2 takes an emotion-process point of view and compares excessive pride (hubris) with positive pride. The results show that salespeople are capable of self-regulating the expression of these emotions via anticipated feelings of fear, shame, and regret. Salespeople in other words are affected by their emotions, but they also are capable of controlling them to their advantage.
Keywords
Classifications using
Journal of Economic Literature (JEL) Classification System
- M : Business Administration and Business Economics; Marketing; Accounting
- C44 : Statistical Decision Theory; Operations Research
- M31 : Marketing
Automatically Extracted Terms
- pride
- emotion
- salespeople
- hubris
- colleague
- customer
- action
- study
- experience
- tendency
- action tendencies
- effect
- performance
- behavior
- salesperson
- research
- appraisal
- sc-emotion
- management
- marketing
