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An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach

Year: 1991

Type: article

Abstract: The importance of salesperson evaluation in the sales organization is widely recognized. Unfortunately, little research has investigated the perceptual process of sales managers in their evaluation...

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1991.10753867

Authors: Sandra McKay, Joseph F. Hair, Mark W. Johnston, Daniel L. Sherrell

Institutions: Southeastern Louisiana University, Louisiana State University

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W1574435881

FWCI: 0.742

Cites: 39

Cited by: 30

Related to: 10