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Keywords: Affective orientation
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Journal Articles
Journal of Business & Industrial Marketing (2018) 33 (1): 107–116.
Published: 05 February 2018
...Edward Nowlin; Doug Walker; Dawn R. Deeter-Schmelz; Alexander Haas Purpose The purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff between affective orientation and the need...
