... not paid enough attention to sales representatives (Mikeska et al., 2015). The proposed integrated framework concerning emotional labor focuses on the bi-directional interaction between the sales representatives and their customers. Emotional labor Emotion management Emotion regulation...

... the hypotheses. Findings – The results suggest an interesting interplay between salesperson’s customer orientation and his/her sales performance. The relationship between customer orientation is fully mediated by salesperson’s emotion regulation ability and his/her salesmanship skills. Results support...