TY - JOUR
T1 - Regulatory Focus and Individual Sales Performance of Field Marketers
T2 - A Constructive Replication
AU - Hamstra, Melvyn R. W.
AU - McCabe, Kira O.
AU - Klekamp, Bruno
AU - Rietzschel, Eric F.
N1 - data source: own collected data
PY - 2018/11/2
Y1 - 2018/11/2
N2 - Abstract we tested whether field marketers’ regulatory focus predicted their performance. Promotion focus spurs eagerness (acting on opportunity, to advance), whereas prevention focus spurs vigilance (not acting, to maintain security). When sales work involves approaching as many new buyers as possible for single transactions (and little else), promotion focus is well suited for sales performance, and prevention focus is counterproductive. Accordingly, prior research found that promotion focus positively, and prevention focus negatively, predicts performance in such a context. We attempt constructive replication of these findings using stronger methodology. Our study (n?=?156) showed that promotion focus positively, and prevention focus negatively, predicted performance. The study replicated previous findings and showed similar, though in most cases slightly smaller, effect sizes than the original study.
AB - Abstract we tested whether field marketers’ regulatory focus predicted their performance. Promotion focus spurs eagerness (acting on opportunity, to advance), whereas prevention focus spurs vigilance (not acting, to maintain security). When sales work involves approaching as many new buyers as possible for single transactions (and little else), promotion focus is well suited for sales performance, and prevention focus is counterproductive. Accordingly, prior research found that promotion focus positively, and prevention focus negatively, predicts performance in such a context. We attempt constructive replication of these findings using stronger methodology. Our study (n?=?156) showed that promotion focus positively, and prevention focus negatively, predicted performance. The study replicated previous findings and showed similar, though in most cases slightly smaller, effect sizes than the original study.
KW - JOB-PERFORMANCE
KW - PROMOTION
KW - PREVENTION
KW - CONSEQUENCES
KW - PERSONALITY
U2 - 10.1080/01973533.2018.1526086
DO - 10.1080/01973533.2018.1526086
M3 - Article
SN - 0197-3533
VL - 40
SP - 414
EP - 420
JO - Basic and Applied Social Psychology
JF - Basic and Applied Social Psychology
IS - 6
ER -