Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance

Name: Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Author: Yeniaras, Volkan, Gölgeci, İ., Kaya, İ.

İsim	Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Yazar	Yeniaras, Volkan, Gölgeci, İ., Kaya, İ.
Basım Tarihi:	2024-02
Basım Yeri	- Elsevier
Konu	Emotional exhaustion, Exploitative learning, Exploratory learning, Salesperson performance, Upselling
Tür	Süreli Yayın
Dil	İngilizce
Dijital	Evet
Yazma	Hayır
Kütüphane:	Özyeğin Üniversitesi
Demirbaş Numarası	0019-8501
Kayıt Numarası	04efe66e-ee9c-49cf-8c99-f91aca3c9715
Lokasyon	Business Administration
Tarih	2024-02
Örnek Metin	In this study, we scrutinize the prevalent perspective on upselling benefits and explore the overlooked ramifications, specifically the potential for emotional exhaustion and diminished salesperson performance. Our primary objective is to illuminate the intricate relationship between managerial upselling emphasis, salesperson emotional exhaustion, and salesperson performance. Moreover, we analyze the moderating influence of exploratory and exploitative learning. Anchored in the Job Demands-Resources (JD-R) framework and incorporating insights from regulatory focus theory (RFT), our investigation involves comprehensive analyses of data collected from two studies: 254 sales personnel in Study 1 and 251 B2B sales personnel in Study 2. Our findings reveal that emotional exhaustion mediates the relationship between managerial upselling emphasis and salesperson performance, while exploratory and exploitative learning conversely moderate the link between managerial upselling emphasis and emotional exhaustion. By doing so, we extend the frameworks of RFT and JD-R, integrating them into the domain of B2B marketing and sales research. We posit that exploratory learning is an invaluable personal coping resource, empowering sales personnel to navigate the challenges stemming from managerial upselling emphasis-induced demands, while exploitative learning intensifies emotional strain in upselling. Our study yields profound insights into the complex interplay among upselling emphasis, salesperson learning, exhaustion, and performance, offering valuable implications for B2B sales strategies.
DOI	10.1016/j.indmarman.2024.01.004
Cilt	117

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Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance

Yazar Yeniaras, Volkan, Gölgeci, İ., Kaya, İ.

Basım Tarihi 2024-02

Basım Yeri - Elsevier

Konu Emotional exhaustion, Exploitative learning, Exploratory learning, Salesperson performance, Upselling

Tür Süreli Yayın

Dil İngilizce

Dijital Evet

Yazma Hayır

Kütüphane Özyeğin Üniversitesi

Demirbaş Numarası 0019-8501

Kayıt Numarası 04efe66e-ee9c-49cf-8c99-f91aca3c9715

Lokasyon Business Administration

Tarih 2024-02

Örnek Metin In this study, we scrutinize the prevalent perspective on upselling benefits and explore the overlooked ramifications, specifically the potential for emotional exhaustion and diminished salesperson performance. Our primary objective is to illuminate the intricate relationship between managerial upselling emphasis, salesperson emotional exhaustion, and salesperson performance. Moreover, we analyze the moderating influence of exploratory and exploitative learning. Anchored in the Job Demands-Resources (JD-R) framework and incorporating insights from regulatory focus theory (RFT), our investigation involves comprehensive analyses of data collected from two studies: 254 sales personnel in Study 1 and 251 B2B sales personnel in Study 2. Our findings reveal that emotional exhaustion mediates the relationship between managerial upselling emphasis and salesperson performance, while exploratory and exploitative learning conversely moderate the link between managerial upselling emphasis and emotional exhaustion. By doing so, we extend the frameworks of RFT and JD-R, integrating them into the domain of B2B marketing and sales research. We posit that exploratory learning is an invaluable personal coping resource, empowering sales personnel to navigate the challenges stemming from managerial upselling emphasis-induced demands, while exploitative learning intensifies emotional strain in upselling. Our study yields profound insights into the complex interplay among upselling emphasis, salesperson learning, exhaustion, and performance, offering valuable implications for B2B sales strategies.

DOI 10.1016/j.indmarman.2024.01.004

Cilt 117