TITLE

THE IMPACT OF ACTION CONTROL TENDENCIES ON EFFORT EXPENDED ON SALES BEHAVIORS WITHIN AN EXPECTANCY FRAMEWORK: A PROPOSAL

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p73
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The primary motivational framework used in predicting effort and performance in sales is expectancy theory. This theory suggests that motivation on to expend effort in sales activities is related to the expectancy that the increased effort will lead to increased performance, the reward instrumentality of that increased performance, and the desirability of the reward. An alternative, but potentially complementary, theory suggests that the decision to extend effort is also related to an individuals self-regulation mechanisms or, in more general terms, their ability to enact goal-directed intentions. This article incorporates action control theory into the expectancy framework and suggests a brief series of propositions based on theory and previous empirical findings. Suggestions for testing this framework as well as the managerial relevance for particular propositions are also explored.
ACCESSION #
9605143680

 

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