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