Causal Attributions and Expectancy Estimates: A Framework for Understanding the Dynamics of Salesforce Motivation
提出了一个概念框架，将归因理论整合到销售团队激励的期望模型中，重点探讨因果归因如何影响期望信念，以及过去绩效信息和个人差异如何调节这一关系。
The authors present a conceptual framework for integrating attribution theory within an expectancy model of salesforce motivation. Emphasis is placed on the development of hypotheses surrounding the effect of causal attributions on expectancy beliefs as well as on factors influencing this proposed relationship, namely, past performance information and individual differences.