Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates

Keywords

Attribution, Expectancy theory, Psychology, Social psychology, Linkage (software)

References

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• The processes of causal attribution.Harold H. Kelley — 1973
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• Relationship of job characteristics to job involvement, satisfaction, and intrinsic motivationEdward E. Lawler, Douglas T. Hall — 1970
• Self-evaluative and self-efficacy mechanisms governing the motivational effects of goal systems.Albert Bandura, Daniel Cervone — 1983
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• An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its AssessmentDavid W. Gerbing, James C. Anderson — 1988
• Instrumentality theory of work motivation: some experimental results and suggested modifications.George B. Graen — 1969
• Managerial attitudes and performanceClayton P. Alderfer, Lyman W. Porter, Edward E. Lawler — 1968
• Those who are number two try harder: The effect of sex on attributions of causality.Shirley Feldman‐Summers, Sara Kiesler — 1974
• Organizational Citizenship Behaviors and Sales Unit EffectivenessPhilip M. Posdakoff, Scott MacKenzie — 1994
• Motivation and performance.Francis W. Irwin — 1961

Cited by

• A Review on Self-Determination Factors and Knowledge Sharing Behavior with Perceived Organizational Support as Moderating EffectHassanul Firman Md Apandi, Nik Wan Nik Omar, Abdul Aziz Abdullah — 2015
• The Role of Work Motivation on Employee PerformanceIlham Dahir Sheikh Mohamoud — 2009
• Financial Incentives and Salesperson Time Orientation in New Product Launch: A Longitudinal StudyFrederik Beuk, Alan J. Malter, Jelena Spanjol — 2014
• Implementing Changes in Marketing Strategy: The Role of Perceived Outcome-and Process-Oriented Supervisory ActionsShikhar Sarin, Goutam Challagalla, Ajay K. Kohli — 2012
• Motivating industrial salesforce with sales control systems: An interactive perspectiveC. Fred Miao, Kenneth R. Evans — 2014
• A Measure of Dynamic Market PerformanceRené Y. Darmon, Louis Duclos-Gosselin, Benny Rigaux-Bricmont — 2013
• Implicit measures in sales researchScott B. Friend, Jeff S. Johnson — 2015
• Panacea or paradox? The moderating role of ethical climateEmily C. Tanner, John F. Tanner, Kirk L. Wakefield — 2015
• A theoretical approach to the study of WastaLewis R. Tucker, Rosalind Buckton Tucker — 2014
• Investigate the Relationship between Variables and Role Clarity Effects on the Perceived Service Quality of Front Line Employees (Studied on the Clerks of the Keshavarzi Bank in the Province of Chaharmahal-E- Bakhtiary)Sayyed Mohsen Allameh, Alireza Harooni, Mohsen Safa Chaleshtari — 2013
• Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following FailureAndrea L. Dixon, Susan M.B. Schertzer — 2005
• Managing Salesperson Motivation in a Territory RealignmentKirk Smith, Eli Jones, Edward Blair — 2000
• Starting to Solve the Method Puzzle in Salesperson Self-Report EvaluationsFernando Jaramillo, François A. Carrillat, William B. Locander — 2003
• Decision-making in solution selling situations:the role of multi-actor expectations in the sales processS Simone Koch — 2016
• Conceptual design of project business workstream guidelines into an integrated planning concept:a case study at a supplier to the construction industrySs Sindri Fridriksson — 2015
• Atypical Shifts Post-failure: Influence of Co-creation on Attribution and Future Motivation to Co-createPraveen Sugathan, Kumar Rakesh Ranjan, Avinash G. Mulky — 2017
• Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into ActionHarri Terho, Andreas Eggert, Wolfgang Ulaga — 2017
• Praise sales personnel for talent or effort? Person versus process-focused feedback, goal orientation and performanceYu‐Tse Lin — 2017
• Gamification of the sales process at a telecommunications company to improve the motivation of the salesforceJohannes Kananen, Murat Akpinar — 2015
• Product knowledge and salesperson performance: rethinking the role of optimismVinita Sangtani, Feisal Murshed — 2017

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