Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Performance, Attribution, and Expectancy Linkages in Personal Selling

16 references·16 citing·29 second hopsampled

FromToDepth

this work references cited by second hop· second hop is a sample of the most-cited connections

References

1964Work and motivation10,436 cited
1986Protocol Analysis: Verbal Reports as Data4,346 cited
1973The processes of causal attribution.4,031 cited
1967Attribution theory in social psychology3,831 cited
1957Nebraska Symposium on Motivation: 19553,793 cited
1987Attribution: Perceiving the Causes of Behavior3,713 cited
1965From Acts To Dispositions The Attribution Process In Person Perception3,423 cited
1975Self-serving biases in the attribution of causality: Fact or fiction?2,563 cited
1991Social cognition, 2nd ed.2,330 cited
1992Motivation and work behavior1,290 cited
2018New Directions in Attribution Research1,175 cited
1978Self-serving biases in the attribution process: A reexamination of the fact or fiction question.1,127 cited
1972The actor and the observer : Divergent perceptions of the causes of behavior1,126 cited
1981When people ask "why" questions, and the heuristics of attributional search.1,108 cited
1972The how and what of why: Some determinants and consequences of causal attribution.729 cited
1982The Causal Dimension Scale: A measure of how individuals perceive causes.

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

675 cited

Cited by

2004The Effect of Action Orientation on the Academic Performance of Undergraduate Marketing Majors114 cited
2005Control Systems' Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective64 cited
2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature62 cited
2007An attribution theory approach for understanding the internationalization of professional service firms61 cited
2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
2006Why Did I Lose? A Conservation of Resources View of Salesperson Failure Attributions49 cited
2005The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople48 cited
2006A network perspective of account manager performance38 cited
1997Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates35 cited
2007Performance Expectations of Salespeople: The Role of Past Performance and Causal Attributions in Independent and Interdependent Cultures34 cited
2000Effects of considering uncontrollable factors in sales force performance evaluation32 cited
2006A Bibliometric Review of the Contribution of Attribution Theory to Sales Management31 cited
2000Managing Salesperson Motivation in a Territory Realignment28 cited
2001The Top Ten Sales Articles of the 20th Century19 cited
2021Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance9 cited
2002The sales introspection technique: principles and application3 cited