Emotional reactions and salesperson motivation: An attributional approach following inadequate sales performance
Journal of the Academy of Marketing Science · 1990 · Volume 18 · Issue 2
Abstract
This research investigates the impact of emotional reactions on salesperson motivation. Using Weiner’s attributional theory of motivation and emotion, a study was conduted to determine how emotional reactions affect salesperson motivation after failure to make a monthly sales quota. The results suggest that a variety of emotional reactions have different effects both on expectations of future success and motivation.
Keywords
Emotional Reaction, Behavioral Intention, Attribution Theory, Causal Dimension, Personal Selling
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