Work

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

Year: 1992

Type: article

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.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1992.10753913

Authors: Gordon J. Badovick, Farrand J. Hadaway, Peter F. Kaminski

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: W2564050812

FWCI: 1.65

Cites: 31

Cited by: 39

Related to: 10