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Author: search.filters.author.Jaramillo, Fernando

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    Item type:Publication,
    Salesperson resistance to change: an empirical investigation of antecedents and outcomes
    (Emerald Group Publishing Limited, 2012)
    Jaramillo, Fernando
    ;
    Prakash Mulki, Jay
    ;
    Onyemah, Vincent
    ;
    Rivera-Pesquera, Martha
    Purpose: The purpose of this paper is to investigate why salespeople resist change and the impact of resistance to change on customer responsiveness and performance outcomes. Design/methodology/approach: Survey responses derived from 233 salespeople from three large financial institutions in Mexico are used to test relationships involving salespersons’ resistance to change. Publisher: Emerald Group Publishing Limited Copyright © 2012, Emerald Group Publishing Limited
    Scopus© Citations 14  17  2
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    Regulation of emotions, interpersonal conflict, and job performance for salespeople
    (Elsevier, 2015)
    Mulki, Jay Prakash
    ;
    Jaramillo, Fernando
    ;
    Goad, Emily A.
    ;
    Rivera-Pesquera, Martha
    Careers in sales involve stress, which often translates to role stress that negatively impacts performance. To address this important issue, the present research examines an antecedent of stress, salespeople's regulation of emotions and the impact on organizational outcomes. Study findings show that salespeople's regulation of emotions is conducive to reducing interpersonal conflict and felt stress, which eventually leads to higher performance. Also, findings show the favorable effect of salespeople's ability to regulate emotions in reducing felt stress is stronger at higher levels of vertical collectivism. Study results are outlined along with managerial implications, which have especially important implications for organizations operating in emerging countries. ©Journal of Business Research
    Scopus© Citations 86  14  1