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The Motivational Impact of Sales Quotas on Effort
16 references·16 citing·54 second hopsampled
The Motivational Impact of Sales Quotas on Effort (1993)The Motivational Impact of Sales Quotas o…Impact of conceptions of ability on self-regulatory mechanisms and complex decision making. (1989)Impact of conceptions of abil…Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. (1988)Self-generated validity and o…Self-Efficacy: Implications for Organizational Behavior and Human Resource Management (1987)Self-Efficacy: Implications f…Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Knowledge, Motivation, and Ad…Goal setting: A meta-analytic examination of the empirical evidence. (1986)Goal setting: A meta-analytic…Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness (1985)Influences on Exchange Proces…Recycling misconceptions of perceived self-efficacy (1984)Recycling misconceptions of p…Effect of self-efficacy, goals, and task strategies on task performance. (1984)Effect of self-efficacy, goal…Effect of goal acceptance on the relationship of goal difficulty to performance. (1984)Effect of goal acceptance on …Sphere-specific measures of perceived control. (1983)Sphere-specific measures of p…Self-efficacy mechanism in human agency. (1982)Self-efficacy mechanism in hu…Goal setting and task performance: 1969–1980. (1981)Goal setting and task perform…Goal setting—A motivational technique that works (1979)Goal setting—A motivational t…Cognitive processes mediating behavioral change. (1977)Cognitive processes mediating…Toward a theory of task motivation and incentives (1968)Toward a theory of task motiv…Society and the Adolescent Self-Image (1965)Society and the Adolescent Se…Self-efficacy and personal selling: review and examination with an emphasis on sales performance (2019)Self-efficacy and personal se…Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018)Gritting their teeth to close…(Re) defining salesperson motivation: current status, main challenges, and research directions (2018)(Re) defining salesperson mot…Positive Psychology In Sales: Integrating Psychological Capital (2016)Positive Psychology In Sales:…The Influence of Personal Characteristics and Coping Strategies on Salespersons’ Turnover Intentions (2010)The Influence of Personal Cha…The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales (2009)The Motivation Hub: Effects o…A model of stress and coping and their influence on individual and organizational outcomes (2009)A model of stress and coping …The Effect of Self-Efficacy on Salesperson Work Overload and Pay Satisfaction (2008)The Effect of Self-Efficacy o…Effects of Salesperson Experience, Age, and Goal Setting on New Product Performance Trajectory: A Growth Curve Modeling Approach (2008)Effects of Salesperson Experi…The Relationship between task complexity and information search: The role of self‐efficacy (2007)The Relationship between task…A process model of burnout among salespeople: Some new thoughts (2007)A process model of burnout am…Antecedents and outcomes of new product development speed (2002)Antecedents and outcomes of n…Influence of Personal Characteristics on Salespeople's Coping Style (1999)Influence of Personal Charact…Adoption of new products by the sales force: The construct, research propositions, and managerial implications*1 (1997)Adoption of new products by t…Adoption of New Products by the Sales Force: The Construct, Research Propositions, and Managerial Implications (1997)Adoption of New Products by t…Environmental and positional antecedents of management commitment to service quality: A conceptual framework (1994)Environmental and positional …Cognitive Therapy and the Emotional Disorders (1975)Self-efficacy: Toward a unifying theory of behavioral change (1978)Social Learning Theory. 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References

  • 1965Society and the Adolescent Self-Image30,118 cited
  • 1982Self-efficacy mechanism in human agency.15,974 cited
  • 1981Goal setting and task performance: 1969–1980.2,451 cited
  • 1968Toward a theory of task motivation and incentives2,409 cited
  • 1988Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior.2,069 cited
  • 1989Impact of conceptions of ability on self-regulatory mechanisms and complex decision making.1,556 cited
  • 1987Self-Efficacy: Implications for Organizational Behavior and Human Resource Management1,437 cited
  • 1977Cognitive processes mediating behavioral change.1,391 cited
  • 1985Influences on Exchange Processes: Buyers' Preconceptions of a Seller's Trustworthiness and Bargaining Toughness1,247 cited
  • 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
  • 1979Goal setting—A motivational technique that works1,214 cited
  • 1984Effect of self-efficacy, goals, and task strategies on task performance.942 cited
  • 1984Recycling misconceptions of perceived self-efficacy522 cited
  • 1983Sphere-specific measures of perceived control.520 cited
  • 1986Goal setting: A meta-analytic examination of the empirical evidence.

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455 cited
  • 1984Effect of goal acceptance on the relationship of goal difficulty to performance.334 cited
  • Cited by

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    • 1997Adoption of New Products by the Sales Force: The Construct, Research Propositions, and Managerial Implications89 cited
    • 2016Positive Psychology In Sales: Integrating Psychological Capital81 cited
    • 1999Influence of Personal Characteristics on Salespeople's Coping Style72 cited
    • 2009The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales68 cited
    • 2007The Relationship between task complexity and information search: The role of self‐efficacy66 cited
    • 2019Self-efficacy and personal selling: review and examination with an emphasis on sales performance65 cited
    • 2018(Re) defining salesperson motivation: current status, main challenges, and research directions64 cited
    • 2010The Influence of Personal Characteristics and Coping Strategies on Salespersons’ Turnover Intentions62 cited
    • 1994Environmental and positional antecedents of management commitment to service quality: A conceptual framework59 cited
    • 2008Effects of Salesperson Experience, Age, and Goal Setting on New Product Performance Trajectory: A Growth Curve Modeling Approach56 cited