Research Note: Decision-Making Processes and Formation of Salespeople's Expectancies, Instrumentalities, and Valences

References

• Bazerman, Max H. (1986), Judgment in Managerial Decision Making, New York: John Wiley and Sons.
   Google Scholar
• Brown, Steven P., William L. Cron and John W. Slocum (1994), “Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study, “Journal of Marketing, 61(January), 39–50.
   Google Scholar
• Cron, William L. (1984), “Industrial Salesperson Development: A Career Stages Perspective, “Journal of Marketing, 48(Fall), 4152.
   Google Scholar
• Cron, William L., Alan J. Dubinsky and Ronald E. Michaels (1988), “The Influence of Career Stages on Components of Salesperson Motivation,” Journal of Marketing, 52(January), 7892.
   Google Scholar
• Dalton, Gene W., Paul H. Thompson and Raymond L. Price (1977), “The Four Stages of Professional Careers: A New Look at Performance by Professionals,” Organizational Dynamics, 6(Summer), 1942.
   Google Scholar
• Dawes, Robyn M. (1988), Rational Choice in An Uncertain World, San Diego: Harcourt Brace Jovanovich, Inc.
   Google Scholar
• Dubinsky, Alan J., Marvin A. Jolson, Ronald E. Michaels, Masaaki Kotabe and Chae Un Lim (1993), “Perceptions of Motivational Components: Salesmen and Saleswomen Revisited,” Journal of Personal Selling and Sales Management, 13(Fall), 25–38.
   Google Scholar
• Duchon, Dennis, Donde Ashmos and Kenneth J. Dunegan (1991), “Avoid Decision Making Disaster By Considering Psychological Bias,” Review of Business, 13(Summer/Fall), 13–8.
   Google Scholar
• Gaeth, Gary J. and Timothy B. Heath (1986), “The Cognitive Processing of Misleading Advertising in Young and Old Adults: Assessment and Training,” Journal of Consumer Research, 13(March), 43–54.
   Google Scholar
• Gaeth, Gary J. and Timothy B. Heath and James Shanteau (1984), “Reducing the Influence of Irrelevant Information on Experienced Decision Makers,” Organizational Behavior and Human Performance, 33(Summer), 263–82.
   Google Scholar
• Gray, Gordon T. and Stacia Wert-Gray (1998), “An Assessment of the Potential Impact of Decision Heuristics and Decision Framing on Sales Force Motivation,” working paper, University of Central Oklahoma, 100 North University Drive, Edmond, Oklahoma 73034–0115.
   Google Scholar
• Hafer, John C. (1986), “An Empirical Investigation of the Salesperson's Career Stage Perspective,” Journal of Personal Selling and Sales Management, 6(November), 17.
   Google Scholar
• Hogarth, Robin (1987), Judgment and Choice, New York: John Wiley and Sons.
   Google Scholar
• Ingram, Thomas N., Keun S. Lee and Steven J. Skinner (1989), “An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes,” Journal of Personal Selling and Sales Management, 9(Fall), 2533.
   Google Scholar
• Johnston, Wesley J. and Keysuk Kim (1994), “Performance, Attribution, and Expectancy Linkages in Personal Selling,” Journal of Marketing, 58(October), 68–81.
   Google Scholar
• Kahneman, Daniel and Amos Tversky (1972), “Subjective Probability: A Judgment of Representativeness,” Cognitive Psychology, 3(July), 43054.
   Google Scholar
• Kahneman, Daniel and Amos Tversky (1979), “Prospect Theory: An Analysis of Decision Under Risk,” Econometrica, 47(March), 26391.
   Google Scholar
• Klein, Howard J. (1989), “An Integrated Control Theory Model of Work Motivation,” Academy of Management Review, 14(April), 15072.
   Google Scholar
• Kohli, Ajay K. (1985), “Some Unexplored Supervisory Behaviors and Their Influence on Salesperson's Role Clarity, Specific Self-Esteem, Job Satisfaction, and Motivation,” Journal of Marketing Research, 22(November), 43433.
   Google Scholar
• Mitchell, T. and L. Beach (1977), “Expectancy Theory, Decision Theory, and Occupational Preference and Choice,” in Human Judgment and Decision Processes in Applied Settings, Martin F. Kaplan and Steven Schwartz, eds., New York: Academic Press, 20326.
   Google Scholar
• Slocum, John and William Cron (1985), “Job Attitudes and Performance During Three Career Stages,” Journal of Vocational Behavior, 26(April), 12645.
   Google Scholar
• Sujan, Harish (1986), “Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation,” Journal of Marketing Research, 23(February), 419.
   Google Scholar
• Super, Donald (1957), The Psychology of Careers, New York: Harper & Row Publishers, Inc.
   Google Scholar
• Tversky, Amos and Daniel Kahneman (1973), “Availability: A Heuristic for Judging Frequency and Probability,” Cognitive Psychology, 5, 207–32.
   Web of Science ®Google Scholar
• Zedeck, Sheldon (1977), “An Information Processing Model and Approach to the Study of Motivation,” Organizational Behavior and Human Performance, 18(February), 4777.
   Google Scholar