The Adaptive Consequences of Pride in Personal Selling
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.
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|ERIM Report Series Research in Management|
|Organisation||Erasmus Research Institute of Management|
Verbeke, W.J.M.I, Belschak, F.D, & Bagozzi, R.P. (2004). The Adaptive Consequences of Pride in Personal Selling (No. ERS-2004-012-MKT). ERIM Report Series Research in Management. Retrieved from http://hdl.handle.net/1765/1167