Performance, attribution, and expectancy linkages in personal selling.

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  • Additional Information
    • NAICS/Industry Codes:
      541910 Marketing Research and Public Opinion Polling
      923130 Administration of Human Resource Programs (except Education, Public Health, and Veterans' Affairs Programs)
      541612 Human Resources Consulting Services
    • Abstract:
      The authors examine the relationships among performance, causal attribution, and the expectancy component of sales force motivation through the measurement and manipulation of components of a proposed conceptual framework. They conducted one field survey, two laboratory experiments, and one field experiment to test hypothesized effects. The results generally support the hypotheses, indicating that causal attributions can either raise or lower expectancy, depending on certain underlying conditions. The results also suggest that salespeople's prior experience may moderate the effect of attribution on expectancy change. These findings have important implications for sales managers as coaches and trainers. [ABSTRACT FROM AUTHOR]
    • Abstract:
      Copyright of Journal of Marketing is the property of American Marketing Association and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
    • Author Affiliations:
      1Professor of Marketing, College of Business Administration, Georgia State University.
      2Assistant Professor of Marketing, Baruch College, The City University of New York.
    • ISSN:
      0022-2429
    • Accession Number:
      10.1177/002224299405800406
    • Accession Number:
      9410316034
  • Citations
    • ABNT:
      JOHNSTON, W. J.; KIM, K. Performance, attribution, and expectancy linkages in personal selling. Journal of Marketing, [s. l.], v. 58, n. 4, p. 68, 1994. DOI 10.1177/002224299405800406. Disponível em: http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bth&AN=9410316034&custid=s6224580. Acesso em: 17 jan. 2020.
    • AMA:
      Johnston WJ, Kim K. Performance, attribution, and expectancy linkages in personal selling. Journal of Marketing. 1994;58(4):68. doi:10.1177/002224299405800406.
    • APA:
      Johnston, W. J., & Kim, K. (1994). Performance, attribution, and expectancy linkages in personal selling. Journal of Marketing, 58(4), 68. https://doi.org/10.1177/002224299405800406
    • Chicago/Turabian: Author-Date:
      Johnston, Wesley J., and Keysuk Kim. 1994. “Performance, Attribution, and Expectancy Linkages in Personal Selling.” Journal of Marketing 58 (4): 68. doi:10.1177/002224299405800406.
    • Harvard:
      Johnston, W. J. and Kim, K. (1994) ‘Performance, attribution, and expectancy linkages in personal selling’, Journal of Marketing, 58(4), p. 68. doi: 10.1177/002224299405800406.
    • Harvard: Australian:
      Johnston, WJ & Kim, K 1994, ‘Performance, attribution, and expectancy linkages in personal selling’, Journal of Marketing, vol. 58, no. 4, p. 68, viewed 17 January 2020, .
    • MLA:
      Johnston, Wesley J., and Keysuk Kim. “Performance, Attribution, and Expectancy Linkages in Personal Selling.” Journal of Marketing, vol. 58, no. 4, Oct. 1994, p. 68. EBSCOhost, doi:10.1177/002224299405800406.
    • Chicago/Turabian: Humanities:
      Johnston, Wesley J., and Keysuk Kim. “Performance, Attribution, and Expectancy Linkages in Personal Selling.” Journal of Marketing 58, no. 4 (October 1994): 68. doi:10.1177/002224299405800406.
    • Vancouver/ICMJE:
      Johnston WJ, Kim K. Performance, attribution, and expectancy linkages in personal selling. Journal of Marketing [Internet]. 1994 Oct [cited 2020 Jan 17];58(4):68. Available from: http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bth&AN=9410316034&custid=s6224580