Article1994

Performance, Attribution, and Expectancy Linkages in Personal Selling

77 citations0/0 files storedJournal of Marketing

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 Job Satisfaction and Organizational Behavior Accounting and Organizational Management

Abstract

The authors examine the relationships among performance, causal attribution, and the expectancy component of sales force motivation through the measurement and manipulation of components of a proposed conceptual framework. They conducted one field survey, two laboratory experiments, and one field experiment to test hypothesized effects. The results generally support the hypotheses, indicating that causal attributions can either raise or lower expectancy, depending on certain underlying conditions. The results also suggest that salespeople's prior experience may moderate the effect of attribution on expectancy change. These findings have important implications for sales managers as coaches and trainers.

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 — 77 citations exist upstream.

References

1964Work and motivation 1986Protocol Analysis: Verbal Reports as Data 1973The processes of causal attribution.1967Attribution theory in social psychology 1957Nebraska Symposium on Motivation: 1955 1987Attribution: Perceiving the Causes of Behavior 1965From Acts To Dispositions The Attribution Process In Person Perception 1975Self-serving biases in the attribution of causality: Fact or fiction?

Cited by

2004The Effect of Action Orientation on the Academic Performance of Undergraduate Marketing Majors 2005Control Systems' Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective 2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature 2007An attribution theory approach for understanding the internationalization of professional service firms 2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended

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.