Johnson, Mark S.
March 2006
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p181
Academic Journal
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.


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