Nowlin, Edward; Walker, Doug; Deeter-Schmelz, Dawn R.; … - In: Journal of Business & Industrial Marketing 33 (2018) 1, pp. 107-116
Purpose: The purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff between affective orientation and the need for cognition (NFC). Using career stage theory, this research...
