Verbeke, Verbeke, W.J.M.I.; Belschak, Belschak, F.D.; … - Erasmus Research Institute of Management (ERIM), … - 2004
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...