Emotional reactions and salesperson motivation: An attributional approach following inadequate sales performance-Reference-Cited by-同舟云学术

Emotional reactions and salesperson motivation: An attributional approach following inadequate sales performance

Published:1990-03 Issue:2 Volume:18 Page:123-130
ISSN:0092-0703
Container-title:Journal of the Academy of Marketing Science
language:en
Short-container-title:JAMS

Author:

Badovick Gordon J.

Publisher

Springer Science and Business Media LLC

Subject

Marketing,Economics and Econometrics,Business and International Management

Link

http://link.springer.com/content/pdf/10.1007/BF02726428.pdf

Reference43 articles.

1. Anderson, Craig A. 1983. “The Causal Structure of Situations: The Generation of Plausible Causal Attributions as a Function of the Type of Event Situation.”Journal of Experimental Social Psychology 19 (Marcy): 185–203.

2. Bagozzi, Richard P. 1978. “Salesforce Performance and Satisfaction as a Function of Individual Differences, Interpersonal, and Situational Factors.”Journal of Marketing Research 15 (November): 517–531.

3. — 1981. “Evaluating Structural Equation Models with Unobservable Variance and Measurement Error.”Journal of Marketing Research 18 (November): 375–381.

4. Batra, Rajeer and Morris B. Holbrook. 1986. “Development of a Set of Scales to Measure Affective Responses to Advertising.” Working paper. Columbia University.

5. Brown, Jonathon. 1984. “Effects of Induced Mood on Causal Attributions for Success and Failure.”Motivation and Emotion 8 (December): 343–353.

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