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The Adaptive Consequences of Pride in Personal Selling

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Author Info
Verbeke, W.J.M.I.
Belschak, F.D.
Bagozzi, R.P. (Erasmus Research Institute of Management (ERIM), RSM Erasmus University)
Abstract

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 positively affects organizational citizenship behaviors. Study 2 takes an emotion-process point of view and compares excessive pride (hubris) with positive pride. The results show that salespeople are capable of self-regulating the expression of these emotions via anticipated feelings of fear, shame, and regret. Salespeople in other words are affected by their emotions, but they also are capable of controlling them to their advantage.

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Publisher Info
Paper provided by Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam. in its series Research Paper with number ERS-2004-012-MKT Revision_Date: 2009-07-29.

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Date of creation: 19 Jan 2004
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Handle: RePEc:dgr:eureri:30001296

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Related research
Keywords: pride; hubris; work motivation; organizational citizenship behaviors; meta-emotions; marketing;

References listed on IDEAS
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  1. Kahn, Barbara E & Isen, Alice M, 1993. " The Influence of Positive Affect on Variety Seeking among Safe, Enjoyable Products," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 20(2), pages 257-70, September.
  2. MacKenzie, Scott B. & Podsakoff, Philip M. & Fetter, Richard, 1991. "Organizational citizenship behavior and objective productivity as determinants of managerial evaluations of salespersons' performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(1), pages 123-150, October. [Downloadable!] (restricted)
  3. Elster, Jon, 1996. "Rationality and the Emotions," Economic Journal, Royal Economic Society, vol. 106(438), pages 1386-97, September. [Downloadable!] (restricted)
  4. Estrada, Carlos A. & Isen, Alice M. & Young, Mark J., 1997. "Positive Affect Facilitates Integration of Information and Decreases Anchoring in Reasoning among Physicians," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(1), pages 117-135, October. [Downloadable!] (restricted)
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