Contributors
Articles by Hollenbeck, John R.
Schrock, Wyatt A.; Hughes, Douglas E.; Zhao, Yanhui; Voorhees, Clay M.; Hollenbeck, John R.
Salespeople often have a reputation for being competitive, and the prevailing view might be that having a competitive spirit is suitable and favorable in sales domains. However, research shows that not all people think about competition (or competitors) in the same way. In this paper, we examine how different competitive orientations affect salesperson behavior and performance in the workplace.
