Year: 2025
Type: article
Abstract: Salespersons must effectively cope with stress to avoid its adverse consequences on the salesperson, the employer, and customers. This paper presents a conceptual framework investigating the effect of forgiveness on outcomes important to salespersons and sales management. This framework suggests that forgiveness can be viewed as a resource that reduces the salesperson’s negative affect and other reactions to excessive stress while enhancing their job satisfaction, organizational commitment, performance, and customer orientation. Testable propositions are developed, and managerial implications are discussed.
Source: Marketing Management Journal
DOI: 10.63963/001c.145923
Author: J. Garry Smith
Institution: University of North Texas
Language: English
Subfield: Social Psychology
Field: Psychology
Domain: Social Sciences
Open Access status: diamond
OpenAlex ID: W4415133576
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