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- Title
THE EFFECT OF FORGIVENESS ON SALESPERSON ATTITUDES AND OUTCOMES: A CONCEPTUAL FRAMEWORK.
- Authors
Smith, J. Garry
- Abstract
Salespersons must effectively cope with stress to avoid its adverse consequences on the salesperson, the employer, and customers. This paper presents a conceptual framework investigating the effect of forgiveness on outcomes important to salespersons and sales management. This framework suggests that forgiveness can be viewed as a resource that reduces the salesperson's negative affect and other reactions to excessive stress while enhancing their job satisfaction, organizational commitment, performance, and customer orientation. Testable propositions are developed, and managerial implications are discussed.
- Subjects
SALES force management; SALES personnel; FORGIVENESS; ORGANIZATIONAL commitment; ATTITUDE (Psychology); AFFECT (Psychology); JOB stress; JOB satisfaction
- Publication
Marketing Management Journal, 2023, Vol 33, Issue 2, p15
- ISSN
1534-973X
- Publication type
Article