Article1998

The Use of Communication to Motivate College Sales Teams

42 citations0/0 files storedJournal of Business Communication

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Employee Performance and Motivation Language, Communication, and Linguistic Studies Communication Studies and Media

Abstract

This study explored how sales managers and sales people construct and perform motivational communication. Sullivan's (1988) Motivational Language Theory (MLT) was used as a starting point. This the...

Citations in this library

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References

1984Case Study Research: Design and Methods 1975How To Do Things With Words 1982Self-efficacy mechanism in human agency.1987Leadership and Performance beyond Expectations 1965Inequity In Social Exchange 1964Work and motivation 1979Central Problems in Social Theory 1991A Theory of Goal Setting and Task PerformanceA Theory of Goal Setting and Task Performance, by LockeEdwin A. and LathamGary P.. Englewood Cliffs, NJ: Prentice-Hall, 1990.

Cited by

2014Leaders and their use of motivating language 2007Capturing leadership tacit knowledge in conversations with leaders

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