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

Badovick, Gordon J.; Hadaway, Farrand J.; Kaminski, Peter F.
June 1992
Journal of Personal Selling & Sales Management;Summer92, Vol. 12 Issue 3, p1
Academic Journal
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.


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