Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance

Gordon J. BadovickGordon J. Badovick (Ph.D. University of Oregon) is currently Assistant Professor of Marketing at the University of WisconsinOshkosh. He has previously taught on the faculty of Northern Illinois University. His primary research interests are in the area of sales and sales management. He has previously published in the Journal of the Academy of Marketing Science. Dr. Badovick was previously Director of Marketing for a Citicorp subsidiary in New York City and has held additional sales and marketing management positions with NCR and Bank America Corporations.

Farrand J. HadawayFarrand J. Hadaway (Ph. D. Texas Tech University) is currently Assistant Professor of Marketing at Tarleton State University. He has previously taught on the faculty of Northern Illinois University. He has held a number of sales and sales managment positions, most recently as Vice President for Marketing with a commercial bank. His research interests include sales performance, motivation, and socialization processes.

Peter F. KaminskiPeter F. Kaminski (Ph.D. The Pennsylvania State University) is currently Professor of Marketing at Northern Illinois University. He has previously taught on the faculty at St. Bonaventure University and The Pennsylvania State University. In addition to actively consulting and lecturing, his research has been published in The Transportation Journal, Industrial Marketing Management, The Journal of Consumer Marketing, The International Journal of Transportation and Materials Management, The Journal of Services Marketing, The Journal of Business and Industrial Marketing, and The Journal of Education for Business.

Abstract

Salesperson motivation is considered to be a key factor in influencing salesperson performance. This research investigates the effects of causal attributions and emotional reactions on salesperson motivation. A comparison is made between successful and unsuccessful quota performance. The results suggest that emotions do influence salesperson motivation. However, the influence of emotional reactions is most apparent after failure outcomes only.

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Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance

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Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance

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