Seminar by Professor Constantine S. Katsikeas, Arnold Ziff Research Chair and Professor of Marketing & International Management, Leeds University Business School.

The literature examining the effect of sales control on salesperson performance is, at best, equivocal. To reconcile inconsistencies in empirical findings, this research introduces two new types of salesperson learning: exploratory and exploitative learning.

Drawing on regulatory focus theory, the authors conceptualize exploratory learning as promotion focused and exploitative learning as prevention focused and find that salespeople exhibit both exploratory and exploitative learning, though one is used more than the other depending on the type of sales control employed.

 

Please email Katie Park-Walford at k.park-walford@lancaster.ac.uk to confirm attendance.

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