This study examines salespeople�s attachment styles and regulation strategies for negative emotions,\r\nwhich have considerable influence on their ability to satisfy the needs of their customers and to engage\r\nin positive selling behaviors in their frequent interactions with their customers. In particular, for\r\nsalespeople experiencing frequent interactions with customers, their attachment style can be a very\r\nimportant factor in their relationships with customers. In this regard, this study investigates the effects\r\nof salespeople�s attachment styles on their customer-oriented selling behavior and regulation\r\nstrategies for negative emotions during their interactions with customers as well as the effects of their\r\nregulation strategies on their customer-oriented selling behavior. First, in-depth interviews with\r\nsalespersons are analyzed to identify salespersons'' attachment style and negative emotional regulation\r\nstrategy from the respondent''s perspective. Second, the structural equation modeling (SEM) method is\r\nused to test the hypotheses of the study. Finally, based on analysis of results, this study suggest that\r\nsalespeople'' attachment style had considerable influence on their regulation strategies for negative\r\nemotions as well as on their customer-oriented selling behavior. In addition, their regulation strategies\r\nhad considerable influence on their customer-oriented selling behavior. This study contributes to the\r\nliterature by addressing salespeople�s attachment style, which has been overlooked as an antecedent\r\nof their customer-oriented selling behavior, that is, another factor that can influence salespeople�s\r\nselling behavior.
Loading....