Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates
This study examines the relationships among salesperson performance outcomes, causal attributions, and expectancy estimates. The authors extend the conceptual work of Teas and McElroy (1986) and the empirical work of Johnston and Kim (1994) by deriving and testing a more parsimonious attribution pro...
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| Veröffentlicht in: | The Journal of personal selling & sales management 1997-01, Vol.17 (3), p.1-17 |
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| container_end_page | 17 |
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| container_issue | 3 |
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| container_title | The Journal of personal selling & sales management |
| container_volume | 17 |
| creator | DeCarlo, Thomas E. Teas, R. Kenneth McElroy, James C. |
| description | This study examines the relationships among salesperson performance outcomes, causal attributions, and expectancy estimates. The authors extend the conceptual work of Teas and McElroy (1986) and the empirical work of Johnston and Kim (1994) by deriving and testing a more parsimonious attribution process model. The survey findings suggest that performance and skill/knowledge attributions have a direct relationship with salesperson expectancy estimates. In addition, the findings suggest organizational support attributions moderate the linkage between performance and salespeople's expectancies. Implications for research and practice are developed that recognize the importance of salesperson performance and cognitive processing on the motivation of sales personnel. |
| doi_str_mv | 10.1080/08853134.1997.10754096 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0885-3134 |
| ispartof | The Journal of personal selling & sales management, 1997-01, Vol.17 (3), p.1-17 |
| issn | 0885-3134 1557-7813 |
| language | eng |
| recordid | cdi_jstor_primary_20832519 |
| source | EBSCOhost Business Source Complete; JSTOR Archive Collection A-Z Listing; Taylor & Francis Journals Complete |
| subjects | Attribution theory Competency based education Expectancy theory Marketing Motivation Motivation research Performance enhancing substances Personal selling Sales management Sales personnel |
| title | Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates |
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