Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance

Gordon J. Badovick · Farrand J. Hadaway · Peter F. Kaminski

39 citations0/0 files storedJournal of Personal Selling and Sales Management

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Employee Performance and Motivation Employee Performance and Management Job Satisfaction and Organizational Behavior

Abstract

Salesperson motivation is considered to be a key factor in influencing salesperson performance. This research investigates the effects of causal attributions and emotional reactions on salesperson motivation. A comparison is made between successful and unsuccessful quota performance. The results suggest that emotions do influence salesperson motivation. However, the influence of emotional reactions is most apparent after failure outcomes only.

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References

1988Structural equation modeling in practice: A review and recommended two-step approach.1979Review of Psychometric theory (2nd ed.).1985An attributional theory of achievement motivation and emotion.1986An Attributional Theory of Motivation and Emotion 1970Marketing Research 2018New Directions in Attribution Research 1980A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving.1988Recent Attribution Research in Consumer Behavior: A Review and New Directions

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