TITLE

A BIBLIOMETRIC REVIEW OF THE CONTRIBUTION OF ATTRIBUTION THEORY TO SALES MANAGEMENT

AUTHOR(S)
Johnson, Mark S.
PUB. DATE
March 2006
SOURCE
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p181
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article examines the effect of attribution theory to sales management. By looking at research articles written between 1980-2004 that incorporate attribution theory to explain problems in sales management, the author analyzes the success of attribution theory when applied to sales research. Trend analysis of citations of 21 papers is used to compare the influence of attribution research in sales management, services marketing, and studies of salespeople by psychologists. Further research implications are also addressed.
ACCESSION #
21065993

 

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