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The Adaptive Consequences of Pride in Personal Selling

Author

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  • Verbeke, W.J.M.I.
  • Belschak, F.D.
  • Bagozzi, R.P.

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.

Suggested Citation

  • Verbeke, W.J.M.I. & Belschak, F.D. & Bagozzi, R.P., 2004. "The Adaptive Consequences of Pride in Personal Selling," ERIM Report Series Research in Management ERS-2004-012-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    • Handle: RePEc:ems:eureri:1167
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    References listed on IDEAS

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    1. MacKenzie, Scott B. & Podsakoff, Philip M. & Fetter, Richard, 1991. "Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salespersons' performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(1), pages 123-150, October.
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    4. Kahn, Barbara E & Isen, Alice M, 1993. "The Influence of Positive Affect on Variety Seeking among Safe, Enjoyable Products," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(2), pages 257-270, September.
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    Cited by:

    1. Richard P. Bagozzi, 2018. "Three systems underpinning marketing behavior," AMS Review, Springer;Academy of Marketing Science, vol. 8(1), pages 23-29, June.
    2. Crittenden, Victoria L. & Crittenden, William F. & Ajjan, Haya, 2020. "Women in sales in developing countries: The value of technology for social impact," Business Horizons, Elsevier, vol. 63(5), pages 619-626.
    3. Raj Agnihotri & Adam Rapp & Prabakar Kothandaraman & Rakesh Singh, 2012. "An Emotion-Based Model of Salesperson Ethical Behaviors," Journal of Business Ethics, Springer, vol. 109(2), pages 243-257, August.
    4. Sophie Lythreatis & Ahmed Mohammed Sayed Mostafa & Xiaojun Wang, 2019. "Participative Leadership and Organizational Identification in SMEs in the MENA Region: Testing the Roles of CSR Perceptions and Pride in Membership," Journal of Business Ethics, Springer, vol. 156(3), pages 635-650, May.
    5. Ayalla Ruvio & Richard P. Bagozzi & G. Tomas M. Hult & Richard Spreng, 2020. "Consumer arrogance and word-of-mouth," Journal of the Academy of Marketing Science, Springer, vol. 48(6), pages 1116-1137, November.
    6. Berta Bekti Retnawati & Nuryakin, 2016. "Developing Salesperson Performance: The Role of Customer Encountering Competence Portfolio, Relational Capital and Service Excellent Customer Heterogeneity," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 891-897.
    7. Schaarschmidt, Mario & Walsh, Gianfranco, 2020. "Social media-driven antecedents and consequences of employees' awareness of their impact on corporate reputation," Journal of Business Research, Elsevier, vol. 117(C), pages 718-726.
    8. Ruvio, Ayalla A. & Shoham, Aviv, 2016. "Consumer arrogance: Scale development and validation," Journal of Business Research, Elsevier, vol. 69(10), pages 3989-3997.
    9. Mei-Jun Huang, 2023. "Leader self-deprecating humor and employee creativity at workplace: a longitudinal study," Review of Managerial Science, Springer, vol. 17(2), pages 467-492, February.
    10. Tang, Pok Man & Yam, Kai Chi & Koopman, Joel, 2020. "Feeling proud but guilty? Unpacking the paradoxical nature of unethical pro-organizational behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 160(C), pages 68-86.
    11. Chang Mo Jung & Won‐Moo Hur, 2022. "How do customers' perceptions of corporate social responsibility contribute to sustainable customer citizenship behaviors? The mediating mechanisms of corporate brand pride and self‐brand connection," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 29(5), pages 1676-1688, September.
    12. Brian S. Gordon & Masayuki Yoshida & Makoto Nakazawa & Jordan Bass, 2021. "The Role of Pride Feelings in the Team and Fan Community Identification Processes: An Empirical Examination in Professional Sport," Corporate Reputation Review, Palgrave Macmillan, vol. 24(2), pages 76-94, May.
    13. Helm, Sabrina, 2011. "Employees' awareness of their impact on corporate reputation," Journal of Business Research, Elsevier, vol. 64(7), pages 657-663, July.
    14. Simintiras, Antonis C. & Ifie, Kemefasu & Watkins, Alan & Georgakas, Konstatinos, 2013. "Antecedents of adaptive selling among retail salespeople: A multilevel analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 20(4), pages 419-428.
    15. Berta Bekti Retnawati & Nuryakin, 2016. "Developing Salesperson Performance: The Role of Customer Encountering Competence Portfolio, Relational Capital and Service Excellent Customer Heterogeneity," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 891-897.
    16. Jian Cao & Hongliang Qiu & Alastair M. Morrison & Yingzhi Guo, 2024. "The Effect of Pro-Environmental Destination Image on Resident Environmental Citizenship Behavior: The Mediating Roles of Satisfaction and Pride," Land, MDPI, vol. 13(7), pages 1-19, July.
    17. Safaa Hajj Hussein & Najib Bou Zakhem, 2024. "The Impact of Green Human Resource Management Practices on Brand Citizenship Behavior and Employee Turnover Intention: A Mixed Methods Approach," Sustainability, MDPI, vol. 16(15), pages 1-20, July.
    18. Sanjaya Singh Gaur & Ila Mehrotra Anand, 2020. "Role of individuals’ virtues in relationship between emotional responses to government’s actions and their consequences," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 24(2), pages 327-364, June.
    19. Subarna Nandy & Neena Sondhi & Himanshu Joshi, 2024. "Toward a measure of brand pride: scale development and validation," Journal of Brand Management, Palgrave Macmillan, vol. 31(4), pages 430-448, July.
    20. Gelbrich, Katja, 2011. "I Have Paid Less Than You! The Emotional and Behavioral Consequences of Advantaged Price Inequality," Journal of Retailing, Elsevier, vol. 87(2), pages 207-224.
    21. Paolo Antonetti & Stan Maklan, 2014. "Feelings that Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices," Journal of Business Ethics, Springer, vol. 124(1), pages 117-134, September.
    22. Hofenk, Dianne & Pennings, Joost & Trujillo-Barrera, Andres, 2014. "Understanding producers’ motives to adopt sustainable practices: the role of expected rewards, risk perception, and risk tolerance," 2014 International Congress, August 26-29, 2014, Ljubljana, Slovenia 182740, European Association of Agricultural Economists.

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    More about this item

    Keywords

    hubris; marketing; meta-emotions; organizational citizenship behaviors; pride; work motivation;
    All these keywords.

    JEL classification:

    • C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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