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A REVIEW OF THE SALESPERSON MOTIVATION LITERATURE
THE PROPOSED MODEL
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ahaad alpha 05 Attributing failures attribution theory attributional model attributions for failure ATTRIBUTIONS TO MOTIVATION bad strategies causes change the direction chi-square complete model components of motivation contingency of money correlations custoaar customers dissertation effort and strategy expectancy for future expectancy-value framework expectancy-value theory extrinsic reward FACTORS TO MOTIVATION failures to bad future success greater hypothesized influence expectancy influence the motivation intrinsic and extrinsic intrinsic motivational intrinsic reward orientation intrinsically oriented salespeople knowledge of selling lack of effort locus of control measuring expectancy model in Figure money rewards motivate salespeople negative relationship PARAMETER ESTIMATES perceived post-hoc analysis PROPOSED MODEL questionnaire relationship between intrinsic sales managers salespeople's motivation salesperson motivation scale selling approach selling strategies selling tasks seven point smart stable strategy and effort subjects successes and failures suggested supervisor task complexity Tyagi Type A employees Type A organizations UCLA unstable strategy attributions Walker Weiner