Start Date
17-10-2025 1:30 PM
End Date
17-10-2025 2:00 PM
Location
MH358
Submission Type
Abstract
Track
Strategy
Abstract
Lone wolf tendency (LWT) is defined as a “psychological state in which one prefers to work alone when making decisions and setting/accomplishing priorities and goals” (Dixon et al., 2003). Research remains uncertain about how these tendencies arise, though some salespeople appear more predisposed to exhibit them. Findings are also mixed on whether LWT enhances or undermines performance. This study proposes that dichotomous thinking (e.g., black-and-white thinking) predicts LWT and that outcome and behavioral controls function as autonomythreatening or autonomy-enhancing interventions shaping workplace outcomes, including sales performance and turnover intentions
Included in
Caging the Lone Wolf: The Influence of Dichotomous Thinking and Sales Control Systems on Sales Performance and Turnover Intentions
MH358
Lone wolf tendency (LWT) is defined as a “psychological state in which one prefers to work alone when making decisions and setting/accomplishing priorities and goals” (Dixon et al., 2003). Research remains uncertain about how these tendencies arise, though some salespeople appear more predisposed to exhibit them. Findings are also mixed on whether LWT enhances or undermines performance. This study proposes that dichotomous thinking (e.g., black-and-white thinking) predicts LWT and that outcome and behavioral controls function as autonomythreatening or autonomy-enhancing interventions shaping workplace outcomes, including sales performance and turnover intentions
