Performance, Attribution, and Expectancy Linkages in Personal Selling
通过实地调查和实验，研究了销售人员的绩效、因果归因与期望动机之间的关系，发现归因可影响期望，且受销售人员先前经验调节，对销售管理者有指导意义。
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.