%PDF-1.4
%
1 0 obj
<<
/Metadata 2 0 R
/Type /Catalog
/Outlines 3 0 R
/Pages 4 0 R
>>
endobj
5 0 obj
<<
/ModDate (D:20190205042951-08'00')
/CreationDate (D:20190205042951-08'00')
/Producer (iText 4.2.0 by 1T3XT)
>>
endobj
2 0 obj
<<
/Length 5902
/Subtype /XML
/Type /Metadata
>>
stream
iText 4.2.0 by 1T3XT2019-01-29T14:36:56+05:30Arbortext Advanced Print Publisher2019-02-05T04:29:51-08:002019-02-05T04:29:51-08:00uuid:8addd02c-2a8d-4824-a074-0375b52bef83uuid:9735c38c-787b-4f5b-aca7-e8422204bc96JournalBasic and Applied Social Psychology© 2018 Melvyn R. W. Hamstra, Kira O. McCabe, Bruno Klekamp, and Eric F. Rietzschel. Published by Taylor & Francis Group, LLC.0197-35331532-4834406414-42041442010.1080/01973533.2018.1526086https://doi.org/10.1080/01973533.2018.1526086application/pdf10.1080/01973533.2018.1526086en-USRegulatory Focus and Individual Sales Performance of Field Marketers: A Constructive ReplicationRoutledgeBasic and Applied Social Psychology, 2018. doi: 10.1080/01973533.2018.1526086Hamstra Melvyn R. W.McCabe Kira O.Klekamp BrunoRietzschel Eric F.VoR2018-11-26truewww.tandfonline.com10.1080/01973533.2018.1526086www.tandfonline.comtrue2018-11-2610.1080/01973533.2018.1526086
endstream
endobj
3 0 obj
<<
/Count 6
/First 6 0 R
/Last 6 0 R
>>
endobj
4 0 obj
<<
/Kids [7 0 R 8 0 R 9 0 R 10 0 R 11 0 R 12 0 R 13 0 R 14 0 R 15 0 R]
/Type /Pages
/Count 9
/ITXT (4.2.0)
>>
endobj
6 0 obj
<<
/Dest [9 0 R /FitR 0 598 594 598]
/Count 5
/Parent 3 0 R
/Title (abstract)
/First 16 0 R
/Last 17 0 R
>>
endobj
7 0 obj
<<
/Contents 18 0 R
/Type /Page
/Resources <<
/ProcSet [/PDF /Text /ImageB /ImageC /ImageI]
/Font <<
/F1 19 0 R
>>
/XObject <<
/Xf1 20 0 R
>>
>>
/Annots [21 0 R 22 0 R 23 0 R]
/Parent 4 0 R
/MediaBox [0 0 595 842]
>>
endobj
8 0 obj
<<
/Contents 24 0 R
/BleedBox [0 0 634.32 833.04]
/Type /Page
/Resources 25 0 R
/CropBox [0 0 634.32 833.04]
/Annots [26 0 R 27 0 R 28 0 R 29 0 R 30 0 R 31 0 R 32 0 R 33 0 R]
/Parent 4 0 R
/MediaBox [0 0 634.32 833.04]
/TrimBox [0 0 634.32 833.04]
>>
endobj
9 0 obj
<<
/Contents 34 0 R
/Type /Page
/Resources 35 0 R
/Annots [36 0 R 37 0 R 38 0 R 39 0 R 40 0 R 41 0 R 42 0 R 43 0 R 44 0 R 45 0 R
46 0 R 47 0 R 48 0 R 49 0 R 50 0 R 51 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
10 0 obj
<<
/Contents 52 0 R
/Type /Page
/Resources 53 0 R
/Annots [54 0 R 55 0 R 56 0 R 57 0 R 58 0 R 59 0 R 60 0 R 61 0 R 62 0 R 63 0 R
64 0 R 65 0 R 66 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
11 0 obj
<<
/Contents 67 0 R
/Type /Page
/Resources 68 0 R
/Annots [69 0 R 70 0 R 71 0 R 72 0 R 73 0 R 74 0 R 75 0 R 76 0 R 77 0 R 78 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
12 0 obj
<<
/Contents 79 0 R
/Type /Page
/Resources 80 0 R
/Annots [81 0 R 82 0 R 83 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
13 0 obj
<<
/Contents 84 0 R
/Type /Page
/Resources 85 0 R
/Annots [86 0 R 87 0 R 88 0 R 89 0 R 90 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
14 0 obj
<<
/Contents 91 0 R
/Type /Page
/Resources 92 0 R
/Annots [93 0 R 94 0 R 95 0 R 96 0 R 97 0 R 98 0 R 99 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
15 0 obj
<<
/Contents 100 0 R
/Type /Page
/Resources 101 0 R
/Annots [102 0 R 103 0 R 104 0 R 105 0 R 106 0 R 107 0 R 108 0 R 109 0 R 110 0 R 111 0 R
112 0 R 113 0 R 114 0 R 115 0 R 116 0 R 117 0 R 118 0 R 119 0 R 120 0 R 121 0 R
122 0 R 123 0 R 124 0 R 125 0 R 126 0 R 127 0 R 128 0 R 129 0 R 130 0 R 131 0 R
132 0 R 133 0 R 134 0 R 135 0 R 136 0 R 137 0 R 138 0 R 139 0 R 140 0 R 141 0 R
142 0 R 143 0 R 144 0 R 145 0 R 146 0 R 147 0 R 148 0 R 149 0 R 150 0 R 151 0 R
152 0 R 153 0 R 154 0 R]
/CropBox [0 0 593.858 792]
/Parent 4 0 R
/Rotate 0
/MediaBox [0 0 593.858 792]
>>
endobj
16 0 obj
<<
/Dest [9 0 R /FitR 0 447 594 447]
/Count -2
/Next 155 0 R
/Parent 6 0 R
/Title (Introduction)
/First 156 0 R
/Last 157 0 R
>>
endobj
17 0 obj
<<
/Dest [14 0 R /FitR 0 101 594 101]
/Parent 6 0 R
/Title (References)
/Prev 158 0 R
>>
endobj
18 0 obj
<<
/Length 1795
/Filter /FlateDecode
>>
stream
xXnVޔ-Ѓc'p\Y>pi@?Ğ9(vZ)^rП[vǎյ,ֻ݊~oMU/6z)_uh[m]-BKx?fUS5R5TįnUE{Su_G|E)V/ZUgؔ6lwK\D0ab5X
xRҥ/gX].TfB]zpG)_ XA]jDۈOS\8~Û}uDrD]Q2!g~¦}uDjb#,FYk3:2Nؿ}FSvX
F^Żm8Nre(g{
ƙLjƜ6ed B̰0x%1m:Eawێ%W%mzM|zROq]2t寤. On*Dm+8:8\pfN,:'R$A8d_qPwl4c<(u{{Kƨ#3c2@LhmRX쩐y%Fj5S}灡)u
(Ӝi3reKS^^pwfF$"0(3Ҍ`wϋcdֿbm})uaٹVۍuCW WS4|`~^È~Pp;:Kb}AaNF] и9dPHH汐D.ggw m,HXЯ^vNd/v?F!dНGl@'G^#?6c|OLYq@.w:(p;}zav$.M=KDzh:ۭՁgGQv#kZt'aNvn'` pD=SKdhJfHAVq<ZveM
JNaI%2q_wkݶmR阑aah4GX5F_(&MuOxo7
LE\3f 7,3JaO=b\}~1_se7<_rpKO)EwɽH}&U4sâ.#d1SCX˔7txM:sSt!vh8ihf+>aR,&0ࣃ"]:$؎S07~BDn5544q vL#{)E¨H_3 D^mۿydno%Q*ˠbf]څo33{xL6ҥyys
?
vMhFL YRP71'bBϛƒPzQܬ|5AQ9X+SOK >3Ìۥ~MI/JK3AegjZOk2g#5iD{L_sCOT:?֞ȍXHrcJ>}mBWeV@~Đ3?MG>+znaxL&9/wh ̿}=녈WT*ݬ&Qq<
zHa8ё˙赽s7N9KSbgZ/9\QR
d'v̀c}u7v1\~wFP 4%x:Y:JN
endstream
endobj
19 0 obj
<<
/Subtype /Type0
/Type /Font
/BaseFont /IAQDYK+ArialUnicodeMS
/Encoding /Identity-H
/DescendantFonts [159 0 R]
/ToUnicode 160 0 R
>>
endobj
20 0 obj
<<
/Length 231
/Subtype /Form
/Filter /FlateDecode
/Type /XObject
/Matrix [1 0 0 1 0 0]
/FormType 1
/Resources <<
/ProcSet [/PDF /Text /ImageB /ImageC /ImageI]
/Font <<
/F1 161 0 R
>>
/XObject <<
/Image7 162 0 R
>>
>>
/BBox [0 0 595.32 841.92]
>>
stream
x}MK@ER{2)BTP0t14fL-ߛD]mחԝB\uJ~k^q>m7aBQ(<%ABJ& 1f
Θ{J>
/Subtype /Link
/C [0 0 1]
/Border [0 0 0]
/Rect [57 530 207.08 540]
>>
endobj
22 0 obj
<<
/A <<
/S /URI
/URI (https://research.rug.nl/en/publications/93c1284c-9ce5-4205-85d3-d6c29a401d19)
>>
/Subtype /Link
/C [0 0 1]
/Border [0 0 0]
/Rect [57 350 373.63 360]
>>
endobj
23 0 obj
<<
/A <<
/S /URI
/URI (https://doi.org/10.1080/01973533.2018.1526086)
>>
/Subtype /Link
/C [0 0 1]
/Border [0 0 0]
/Rect [207.77 280 421.15 290]
>>
endobj
24 0 obj
<<
/Length 2035
/Filter /FlateDecode
>>
stream
xYK$5 yGB+t#- X80 ;IUe5g!Xϧ?DMfp[̦s9TRM&8Blj_8s9:Bxcr38
ጄ*8Y/k_<SzsFc
d]--+ԬNTkTl: EtH,@jg]^~%&ln6u \b-Zŏj|wHG_'wϲ,eF=ݏ| 'a>[p8ʢ3qժNXq5uCU!ṟ*gP1(BW[Zl
}>f*mw8D{oH4vEb^./\'zJG@QKB[[{ (A^sCG8xuZt=:f?m<]ll"=A?(^< E-@0e0>tWoJႡO.4#1=Rcy!PF#Xmd)H.uWJ
G&1
4yn9X8/q6Rv̌z8cHglrEcx"uM_vs8E"̉M֫*nG"":@oj7*\5¨=b#4I8GJ3uhG8Fr;;]TY6iq=ງ
gjkk`!_yNSn.٫klU;Pw
يuQ0յx{mvł¼u{V {[Z=,DEX͝dq/sd<,4 ok9S위ܳCE
irֽd.ӹ\9rzżpPWON]Un]Kgym9ޮK;Ob!vY GbU-uDwBF_6z7PhAUH>68lf}⋫ąˋulq)T=
{^2&tD#"WA(m1'#oyAHH:S#|?˄(Ah$J7QuX
ЋQ /eU_Aޥ`
aX
Q-_,HfTAX"ح4cX^ƽ5f%*YG0/Wm$EBgZJͬp%Ct
2Zr_7w*y$I䶻HNoXi-^m`
(b4}/_< DQ1w^g,Pi|qeDVk8zQ/4sw^E\w3#utV%y~7vzqyﲬ_.+1
걜xg'U$dۃjRK%:ԡ[NhZM$Nn)\^.vAc.ڤ<5WCo 1$~J}eEaE+o_r1xW,Pax?(^?%b~QX#~$1[`%k80l<-?!_ZW R 4_^Y;Z,t-mKB=K ősF|:;,J֥@&t"܇ucrq[c0]rEx=k>!S R Ƀ), 5$Sm2:~1\z}aR)!Ψ2wQ Z\
endstream
endobj
25 0 obj
<<
/ColorSpace <<
/DefaultRGB [/ICCBased 163 0 R]
/ICC10 [/ICCBased 164 0 R]
>>
/ProcSet [/PDF /ImageB /ImageC /Text]
/Font <<
/F41 165 0 R
/F47 166 0 R
/F46 167 0 R
>>
/XObject <<
/Im1 168 0 R
/Im2 169 0 R
/Im11 170 0 R
/Im10 171 0 R
/Im13 172 0 R
/Im12 173 0 R
/Im14 174 0 R
/Im9 175 0 R
/Im7 176 0 R
/Im8 177 0 R
/Im5 178 0 R
/Im6 179 0 R
/Im3 180 0 R
/Im4 181 0 R
>>
>>
endobj
26 0 obj
<<
/A 182 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [154.494 42.905 479.826 51.896]
>>
endobj
27 0 obj
<<
/A 183 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [365.416 688.444 522.304 696.436]
>>
endobj
28 0 obj
<<
/A 184 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [97.1 492.624 247.18 501.994]
>>
endobj
29 0 obj
<<
/A 185 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [202.3 472.054 427.29 482.044]
>>
endobj
30 0 obj
<<
/A 186 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [106.6 330.529 124.18 339.52]
>>
endobj
31 0 obj
<<
/A 186 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [131.8 330.015 286.982 339.006]
>>
endobj
32 0 obj
<<
/A 187 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [106.6 237.651 125.16 246.642]
>>
endobj
33 0 obj
<<
/A 187 0 R
/Subtype /Link
/C [0 0 0]
/Type /Annot
/H /I
/Border [0 0 0]
/Rect [131.8 244.215 232.586 253.206]
>>
endobj
34 0 obj
<<
/Length 18500
/Filter /FlateDecode
>>
stream
HWˎWLoe%!>hvMڞ #"{fvIlNfwu>#bYaoY>8}>.91%KY,5-?ܽ}O_?ܽ7G?|D=zlrْ)wp y:rh{:L6ұmr8>ڤt?tW|*qG;7BP+DtT4hAԖ51I&GR!)*ATk]MM Ը!C;rdi'_p~5Q_Fc}2\Lp
/HNڢ9M)LŦT븢<ՑRVZ`ZX=ћjIk}cv8~Be'A-?prq!D
9'7GAePßlH:b:i9t3$S2d6ALIK3<അh3!ؠ8 P%ōfPsPwdL3 TTM9`b+̂B;:ru2If&
i76zul*Q,:OvHq,WVYUWC@5Sp~g29
̓D%.FFM/8 ;=0)OZtFpjqqlkF,&+ NPS(Me`WЂ"Cqvt%3F3aG92Y5&zQ؆N>dž\%*[Ƭfh* 7IAyk%И/_f0qEv
rSoE$K5"2Rݙք@ J% >);\1%~`
"UOm'6xh/ࢢMj%s[0U<һ:Hb]ƹكZ'HO:N&|- y ̖6(0qz`k:du1o+fju+wZbc1/TatwN|93{j9|MH+7AJkܰEGO_9\鷿C/%̙:YܨG
5K6j7p
>
RV**]W86jsBY8 ٧D㭆s_u-kr zU"+kmη'ۂ]`uź:_:`q8
tWvP\v OC7[ȔTӁ#E6@JfV4yPΡ'nl-4_朤:t0t1(X^r4bjdNMZwE,i8!nOg[1T:cW5iM(R.ͭoR9اB)[3;/&FބߒV˗=nNߒrr|ow}ӏo~:}Z{W|ȍХYV/5*eOf|~|_OzkII,)\\ty\y0{I]FʦueYO<"X<]vh.o2'Eqac\~RXؕMG[?.?8TTlUy52/Ti1T9)~r
P' 0d˿˻ãZeݥqbk=h+Љ=ugJ%J7L7!lX]&}JT`ˈ> w:<(R
<F0]Rw N[*+`-BW-k<0w>OCm QNH ͷtR:o6jHGuAGU`)cooUD5i@*JpZ-G&@cٺ kͤs%ȖsLM.0n` >k9cSMFt-
U00XgG|9ncfzIArЈyRf%/Y=(Z|IquJܬ]Bonq
^[x6;_ʄg
ѵ5&h@4]aw]bխ#lw~
PJwZcKPGМih~tbY%MNv
iMP23FNC^P/˾A M˵39D}m}w^(mwL/ӄ#28u|W|L^