The mediating role of happiness on the effect of locomotion and effort on salesperson’s performance and cross-selling: the case of financial insurance-Reference-Cited by-同舟云学术

The mediating role of happiness on the effect of locomotion and effort on salesperson’s performance and cross-selling: the case of financial insurance

Published:2022-01-14 Issue:4 Volume:27 Page:346-359
ISSN:1363-0539
Container-title:Journal of Financial Services Marketing
language:en
Short-container-title:J Financ Serv Mark

Author:

Vieira Valter Afonso

Publisher

Springer Science and Business Media LLC

Subject

Marketing,Finance

Link

https://link.springer.com/content/pdf/10.1057/s41264-021-00130-z.pdf

Reference73 articles.

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3. Agnihotri, R., V.A. Vieira, K.B. Senra, and C.B. Gabler. 2016. Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness. Journal of Personal Selling & Sales Management 36 (2): 174–189.

4. Ahearne, M., A. Rapp, D.E. Hughes, and R. Jindal. 2010. Managing sales force product perceptions and control systems in the success of new product introductions. Journal of Marketing Research 47 (4): 764–776. https://doi.org/10.1509/jmkr.47.4.764.

5. Avnet, T., and E.T. Higgins. 2003. Locomotion, assessment, and regulatory fit: value transfer from “how” to “what.” Journal of Experimental Social Psychology 39 (5): 525–530. https://doi.org/10.1016/S0022-1031(03)00027-1.

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