Managing New Salespeople’s Ethical Behaviors during Repetitive Failures: When Trying to Help Actually Hurts
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DOI: 10.1007/s10551-015-2817-8
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Cited by:
- Lussier, Bruno & Philp, Matthew & Hartmann, Nathaniel N. & Wieland, Heiko, 2021. "Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support," Journal of Business Research, Elsevier, vol. 124(C), pages 112-125.
- Bruno Lussier & Nathaniel N. Hartmann & Willy Bolander, 2021. "Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach," Journal of Business Ethics, Springer, vol. 169(4), pages 747-766, April.
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Keywords
Salespeople; Ethics; Repetitive performance failure; Reward structure; Growth models;All these keywords.
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