search query: @author Bagozzi, R.P. / total: 13
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| Author: | Bagozzi, R.P. Verbeke, W. Gavino, J.C. Jr |
| Title: | Culture Moderates the Self-Regulation of Shame and Its Effects on Performance: The Case of Salespersons in the Netherlands and the Philippines |
| Journal: | Journal of Applied Psychology
2003 : APR, VOL. 88:2, p. 219-233 |
| Index terms: | HUMAN RESOURCE MANAGEMENT PERFORMANCE MANAGEMENT PSYCHOLOGY CULTURE |
| Freeterms: | Shame Self-regulation |
| Language: | eng |
| Abstract: | The authors conducted a study on how salespeople within an interdependent-based culture (the Philippines) and an independent-based culture (the Netherlands) experienced and self-regulated shame. Salespersons from both countries experienced shame as a result of customer actions in the similar ways but had different responses to their felt shame. Shame is self-regulated in a different manner in the two cultures, thus leading to opposite effects on performance. Consequently, the Filipino employees enhanced customer relationship building, civic virtue and helping. Diminished sales volume, communication effectiveness, and relationship building became evident for Dutch employees. |
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