Research output

To go or not to go for the sell: Regulatory focus and personal sales performance

Research output: Contribution to journalArticleAcademicpeer-review

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To go or not to go for the sell: Regulatory focus and personal sales performance. / Hamstra, Melvyn; Rietzschel, Eric; Groeneveld, Denise.

In: Journal of Personnel psychology, Vol. 14, No. 2, 2015, p. 109-112.

Research output: Contribution to journalArticleAcademicpeer-review

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Author

Hamstra, Melvyn ; Rietzschel, Eric ; Groeneveld, Denise. / To go or not to go for the sell: Regulatory focus and personal sales performance. In: Journal of Personnel psychology. 2015 ; Vol. 14, No. 2. pp. 109-112.

Bibtex

@article{4e0bc5ef9b09474ba9b8ba7aeb46b233,
title = "To go or not to go for the sell: Regulatory focus and personal sales performance",
abstract = "Selling products and services is a central function in organizations. Although explaining sales success has mainly been approached from broad trait perspectives, tactical decision-making potentially explains additional variance in this crucial outcome. We propose and find that promotion focus positively predicts sales agents’ success, while prevention focus negatively predicts sales success. These relations were significant while controlling for five-factor traits. Predictors were measured before participants started on the job; outcome was the total number of sales participants made. As such, results evidence incremental validity of regulatory focus in predicting objective sales performance.",
keywords = "regulatory focus, sales performance, performance prediction",
author = "Melvyn Hamstra and Eric Rietzschel and Denise Groeneveld",
year = "2015",
doi = "10.1027/1866-5888/a000134",
language = "English",
volume = "14",
pages = "109--112",
journal = "Journal of Personnel psychology",
issn = "1866-5888",
publisher = "Hogrefe Publishing",
number = "2",

}

RIS

TY - JOUR

T1 - To go or not to go for the sell: Regulatory focus and personal sales performance

AU - Hamstra, Melvyn

AU - Rietzschel, Eric

AU - Groeneveld, Denise

PY - 2015

Y1 - 2015

N2 - Selling products and services is a central function in organizations. Although explaining sales success has mainly been approached from broad trait perspectives, tactical decision-making potentially explains additional variance in this crucial outcome. We propose and find that promotion focus positively predicts sales agents’ success, while prevention focus negatively predicts sales success. These relations were significant while controlling for five-factor traits. Predictors were measured before participants started on the job; outcome was the total number of sales participants made. As such, results evidence incremental validity of regulatory focus in predicting objective sales performance.

AB - Selling products and services is a central function in organizations. Although explaining sales success has mainly been approached from broad trait perspectives, tactical decision-making potentially explains additional variance in this crucial outcome. We propose and find that promotion focus positively predicts sales agents’ success, while prevention focus negatively predicts sales success. These relations were significant while controlling for five-factor traits. Predictors were measured before participants started on the job; outcome was the total number of sales participants made. As such, results evidence incremental validity of regulatory focus in predicting objective sales performance.

KW - regulatory focus

KW - sales performance

KW - performance prediction

U2 - 10.1027/1866-5888/a000134

DO - 10.1027/1866-5888/a000134

M3 - Article

VL - 14

SP - 109

EP - 112

JO - Journal of Personnel psychology

T2 - Journal of Personnel psychology

JF - Journal of Personnel psychology

SN - 1866-5888

IS - 2

ER -