An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach

Sandra McKay · Joseph F. Hair · Mark W. Johnston · Daniel L. Sherrell

30 citations0/0 files storedJournal of Personal Selling and Sales Management

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Employee Performance and Motivation Employee Performance and Management Accounting and Organizational Management

Abstract

The importance of salesperson evaluation in the sales organization is widely recognized. Unfortunately, little research has investigated the perceptual process of sales managers in their evaluation...

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 30 citations exist upstream.

References

1958The psychology of interpersonal relations.1984Research in Organizational Behavior 1973The processes of causal attribution.1979A theory of motivation for some classroom experiences.1980A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving.1970An attributional analysis of achievement motivation.1987Perceiving the causes of success and failure.1972Theories of motivation : from mechanism to cognition

Cited by

2006A Comparison of Turkish Buyers' and Sellers' Perceptions of Ethical Behaviors Within the Buyer-Seller Dyad

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.