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Motivation and Performance Predictions
Literature Review 75
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achieving one's assessment Atkinson behavior cognitive company goal concerning concurrent validity Content Theories correlation covariate effects empirical equity theory expectancy of achieving focal salesperson Ford and Walker Galbraith and Cummings high n Hypothesis Four Hypothesis Three instrumentality variables Ivancevich job enrichment job performance Law of Effect Management by Objectives moderates the relationship motivation and performance motivation to perform need Achievement need to achieve Nick Williamson notion objective performance variable one's own personal outcomes and instrumentality participation in goal-setting perceived probability personal goal personal sales goal persons high persons low positive predictor problem questionnaire regression responses sales management sales performance sales quota salespeople salesper salesperson motivation salesperson performance salesperson's valence sample scale significant standard deviations Steers and Braunstein Steers and Spencer task-goal attribute territory potential theory of motivation valence for achieving valence for attaining valence for job valence for performance validity VIE constructs Vroom's model Vroom's theory