Regulatory Focus and Individual Sales Performance of Field Marketers: A Constructive Replication

Melvyn R. W. Hamstra*, Kira O. McCabe, Bruno Klekamp, Eric F. Rietzschel

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

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.
Original languageEnglish
Pages (from-to)414-420
Number of pages7
JournalBasic and Applied Social Psychology
Volume40
Issue number6
DOIs
Publication statusPublished - 2 Nov 2018

Keywords

  • JOB-PERFORMANCE
  • PROMOTION
  • PREVENTION
  • CONSEQUENCES
  • PERSONALITY

Cite this

Hamstra, Melvyn R. W. ; McCabe, Kira O. ; Klekamp, Bruno ; Rietzschel, Eric F. / Regulatory Focus and Individual Sales Performance of Field Marketers : A Constructive Replication. In: Basic and Applied Social Psychology. 2018 ; Vol. 40, No. 6. pp. 414-420.
@article{3ca1b5e944944cdba37a3a12315b793d,
title = "Regulatory Focus and Individual Sales Performance of Field Marketers: A Constructive Replication",
abstract = "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.",
keywords = "JOB-PERFORMANCE, PROMOTION, PREVENTION, CONSEQUENCES, PERSONALITY",
author = "Hamstra, {Melvyn R. W.} and McCabe, {Kira O.} and Bruno Klekamp and Rietzschel, {Eric F.}",
note = "data source: own collected data",
year = "2018",
month = "11",
day = "2",
doi = "10.1080/01973533.2018.1526086",
language = "English",
volume = "40",
pages = "414--420",
journal = "Basic and Applied Social Psychology",
issn = "0197-3533",
publisher = "Routledge/Taylor & Francis Group",
number = "6",

}

Regulatory Focus and Individual Sales Performance of Field Marketers : A Constructive Replication. / Hamstra, Melvyn R. W.; McCabe, Kira O.; Klekamp, Bruno; Rietzschel, Eric F.

In: Basic and Applied Social Psychology, Vol. 40, No. 6, 02.11.2018, p. 414-420.

Research output: Contribution to journalArticleAcademicpeer-review

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

VL - 40

SP - 414

EP - 420

JO - Basic and Applied Social Psychology

JF - Basic and Applied Social Psychology

SN - 0197-3533

IS - 6

ER -