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An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach
16 references·2 citing·42 second hop
An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach (1991)An Exploratory Investigation of Reward an…Perceiving the causes of success and failure. (1987)Perceiving the causes of succ…Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation (1985)Some Unexplored Supervisory B…Research in Organizational Behavior (1984)Research in Organizational Be…A cognitive view of the performance appraisal process: A model and research propositions (1984)A cognitive view of the perfo…The Concept of External Validity (1982)The Concept of External Valid…Causal attribution for success and failure: A multivariate investigation of dimensionality, formation, and consequences. (1980)Causal attribution for succes…A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving. (1980)A cognitive (attribution)-emo…The cognition-emotion process in achievement-related contexts. (1979)The cognition-emotion process…Research settings in industrial and organizational psychology: Are findings in the field more generalizable than in the laboratory? (1979)Research settings in industri…A theory of motivation for some classroom experiences. (1979)A theory of motivation for so…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Social learning (locus of control) versus attributional (causal stability) interpretations of expectancy of success1 (1976)Social learning (locus of con…The processes of causal attribution. (1973)The processes of causal attri…Theories of motivation : from mechanism to cognition (1972)Theories of motivation : from…An attributional analysis of achievement motivation. (1970)An attributional analysis of …The psychology of interpersonal relations. (1958)The psychology of interperson…A Comparison of Turkish Buyers' and Sellers' Perceptions of Ethical Behaviors Within the Buyer-Seller Dyad (2006)A Comparison of Turkish Buyer…Physical Attractiveness on Cognitive Evaluations of Saleswomen’s Performance (1999)Physical Attractiveness on Co…A Theory of Social Comparison Processes (1954)The Psychology of Interpersonal Relations. (1958)Cognitive, social, and physiological determinants of emotional state. (1962)Self-serving biases in the attribution of causality: Fact or fiction? (1975)The “false consensus effect”: An egocentric bias in social perception and attribution processes (1977)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Generalized expectancies for internal versus external control of reinforcement. (1966)Cognitive Therapy and the Emotional Disorders (1975)Learned helplessness in humans: Critique and reformulation. 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References

  • 1958The psychology of interpersonal relations.13,448 cited
  • 1984Research in Organizational Behavior10,806 cited
  • 1973The processes of causal attribution.4,031 cited
  • 1979A theory of motivation for some classroom experiences.2,453 cited
  • 1980A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving.1,073 cited
  • 1970An attributional analysis of achievement motivation.944 cited
  • 1987Perceiving the causes of success and failure.727 cited
  • 1972Theories of motivation : from mechanism to cognition662 cited
  • 1982The Concept of External Validity615 cited
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  • 1979The cognition-emotion process in achievement-related contexts.551 cited
  • 1984A cognitive view of the performance appraisal process: A model and research propositions444 cited
  • 1979Research settings in industrial and organizational psychology: Are findings in the field more generalizable than in the laboratory?259 cited
  • 1976Social learning (locus of control) versus attributional (causal stability) interpretations of expectancy of success1217 cited
  • 1985Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation

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209 cited
  • 1980Causal attribution for success and failure: A multivariate investigation of dimensionality, formation, and consequences.144 cited
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    • 1999Physical Attractiveness on Cognitive Evaluations of Saleswomen’s Performance25 cited
    • 2006A Comparison of Turkish Buyers' and Sellers' Perceptions of Ethical Behaviors Within the Buyer-Seller Dyad9 cited