Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation
作者从归因视角出发，研究了销售人员“更努力”与“更聪明”两种工作动机的差异。以往研究多关注销售人员“更努力”的动机，但忽略了他们改善工作方向（即“更聪明”）的动机。作者通过探索性分析，考察了哪些因素会分别影响这两种动机。
Previous research has focused on salespeople's motivation to work harder. An important but neglected aspect of salespeople's motivation is their desire to improve the direction in which they work, termed “working smarter.” Using an attributional perspective, the author examines factors that differentially influence these two components of motivation.