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Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance
16 references·7 citing·45 second hop
Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance (1992)Attributions and Emotions: The Effects on…New Directions in Attribution Research (2018)New Directions in Attribution…Structural equation modeling in practice: A review and recommended two-step approach. (1988)Structural equation modeling …Recent Attribution Research in Consumer Behavior: A Review and New Directions (1988)Recent Attribution Research i…Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation (1986)Smarter versus Harder: An Exp…An Attributional Theory of Motivation and Emotion (1986)An Attributional Theory of Mo…A structural equation analysis of Weiner's attribution--affect model of helping behavior. (1986)A structural equation analysi…An attributional theory of achievement motivation and emotion. (1985)An attributional theory of ac…Some methodological pitfalls in attributional research. (1983)Some methodological pitfalls …Motivation: New Directions for Theory, Research, and Practice (1982)Motivation: New Directions fo…Impact of causal attributions on affective reactions to success and failure. (1982)Impact of causal attributions…Predicting Purchase and Other Behaviors from General and Contextually Specific Intentions (1980)Predicting Purchase and Other…A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving. (1980)A cognitive (attribution)-emo…Review of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Salesforce Performance and Sa…Hypothesis of Work Behavior Revisited and an Extension (1976)Hypothesis of Work Behavior R…Marketing Research (1970)Marketing ResearchAn antecedent and contingent outcome model of fail fast strategy in sales force management (2020)An antecedent and contingent …Cognitive and affective determinants of salesforce performance: A two-wave study (2018)Cognitive and affective deter…Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work (2017)Emotion in sales performance:…The effect of anticipatory emotions on students’ performance in marketing simulations (2015)The effect of anticipatory em…Stimulating and Enhancing Student Learning Through Positive Emotions (2013)Stimulating and Enhancing Stu…Sales manager support: fostering emotional health in salespeople (2013)Sales manager support: foster…Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)Selecting Appropriate Sales Q…Generalized expectancies for internal versus external control of reinforcement. (1966)Psychological stress and the coping process (1966)Learned helplessness in humans: Critique and reformulation. (1978)Emotional Intelligence (1990)Expectancy–Value Theory of Achievement Motivation (2000)Motivational Beliefs, Values, and Goals (2002)Attribution theory in social psychology (1967)Self-serving biases in the attribution of causality: Fact or fiction? (1975)Measures of Social Psychological Attitudes. (1976)Toward an Integration of Cognitive and Motivational Perspectives on Social Inference: A Biased Hypothesis-Testing Model (1987)Excuses: Their effective role in the negotiation of reality. (1988)Negotiation behavior and outcomes: Empirical evidence and theoretical issues. (1990)Work and motivation (1964)Handbook of Industrial and Organizational Psychology. (1977)A Social Information Processing Approach to Job Attitudes and Task Design (1978)Developing Customer Orientation among Service Employees (1992)Organizational learning, knowledge and wisdom (2000)Motivating Individuals and Groups at Work: A Social Identity Perspective on Leadership and Group Performance (2004)Judgment under Uncertainty: Heuristics and Biases (1975)An Information Processing Theory of Consumer Choice (1979)Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Evaluating Service Encounters: The Effects of Physical Surroundings and Employee Responses (1990)The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Construct validity in psychological tests. (1955)Significance tests and goodness of fit in the analysis of covariance structures. (1980)The Commitment-Trust Theory of Relationship Marketing (1994)PLS-SEM: Indeed a Silver Bullet (2011)"From Jerusalem to Jericho": A study of situational and dispositional variables in helping behavior. (1973)A theory of motivation for some classroom experiences. (1979)Personality Disorder: the Patients Psychiatrists Dislike (1988)Altruism: A Review Of Recent Theory And Research (1990)The dynamics of warmth and competence judgments, and their outcomes in organizations (2011)Beyond the Pleasure Principle (2015)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Social cognitive theory of self-regulation (1991)Classrooms: Goals, structures, and student motivation. (1992)Well-being : the foundations of hedonic psychology (1999)Attribution of success and failure revisited, or: The motivational bias is alive and well in attribution theory (1979)Moral credentials and the expression of prejudice. (2001)The effects of stereotype activation on behavior: A review of possible mechanisms. (2001)Conceptualizing, Measuring, and Managing Customer-Based Brand Equity (1993)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation (2014)
this work references cited by second hop

References

  • 1988Structural equation modeling in practice: A review and recommended two-step approach.41,858 cited
  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1985An attributional theory of achievement motivation and emotion.7,833 cited
  • 1986An Attributional Theory of Motivation and Emotion4,969 cited
  • 1970Marketing Research3,552 cited
  • 2018New Directions in Attribution Research1,175 cited
  • 1980A cognitive (attribution)-emotion-action model of motivated behavior: An analysis of judgments of help-giving.1,073 cited
  • 1988Recent Attribution Research in Consumer Behavior: A Review and New Directions1,040 cited
  • 1982Motivation: New Directions for Theory, Research, and Practice547 cited
  • 1982Impact of causal attributions on affective reactions to success and failure.336 cited
  • 1978Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors319 cited
  • 1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation313 cited
  • 1976Hypothesis of Work Behavior Revisited and an Extension301 cited
  • 1983Some methodological pitfalls in attributional research.257 cited
  • 1986A structural equation analysis of Weiner's attribution--affect model of helping behavior.

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226 cited
  • 1980Predicting Purchase and Other Behaviors from General and Contextually Specific Intentions148 cited
  • Cited by

    • 2013Sales manager support: fostering emotional health in salespeople59 cited
    • 2013Stimulating and Enhancing Student Learning Through Positive Emotions46 cited
    • 2018Cognitive and affective determinants of salesforce performance: A two-wave study22 cited
    • 2017Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work21 cited
    • 1997Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures20 cited
    • 2020An antecedent and contingent outcome model of fail fast strategy in sales force management19 cited
    • 2015The effect of anticipatory emotions on students’ performance in marketing simulations8 cited