Template-Type: ReDIF-Paper 1.0
Author-Name: Verbeke, W.J.M.I.
Author-Name-Last: Verbeke
Author-Name-First: Willem
Author-Name: Belschak, F.D.
Author-Name-Last: Belschak
Author-Name-First: Frank
Author-Name: Bagozzi, R.P.
Author-Name-Last: Bagozzi
Author-Name-First: Richard
Title: The Adaptive Consequences of  Pride in Personal Selling
Abstract: Study 1 investigates the beneficial effects of experiencing pride. Pride was found to have two different effects. First, it increases salespersons' 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.
Creation-Date: 2004-01-19
File-URL: https://repub.eur.nl/pub/1167/ERS%202004%20012%20MKT.pdf
File-Format: application/pdf
Series: RePEc:ems:eureri
Number: ERS-2004-012-MKT
Classification-JEL: C44, M, M31
Keywords: hubris, marketing, meta-emotions, organizational citizenship behaviors, pride, work motivation
Handle: RePEc:ems:eureri:1167