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Research article

First published 1986-2

Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation

Harish Sujan

Journal of Marketing Research

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Research article

First published 1994-10

Replication of Sujan's Attributional Analysis of Salespeople's Motivation to Work Smarter versus Harder

Harry A. Harmon, Gene Brown, Kevin L. Hammond

Psychological Reports

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Research article

First published 2005-10

Control Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective

Eric Fang, Kenneth R. Evans, Timothy D. Landry

Journal of the Academy of Marketing Science

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Other

First published 2011-4

A Cross-National Investigation of Student Intentions to Pursue a Sales Career

Fahri Karakaya, Charles Quigley, Frank Bingham

Journal of Marketing Education

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Research article

First published 1985-5

Utilizing Effort and Task Difficulty Information in Evaluating Salespeople

John C. Mowen, Janet E. Keith, Stephen W. Brown [...]

Journal of Marketing Research

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Research article

First published 2017-12

The Changing Role of Salespeople and the Unchanging Feeling Toward Selling: Implications for the HEI Programs

Luca Vincenzo Ballestra, Silvio Cardinali, Paola Palanga [...]

Journal of Marketing Education

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Research article

First published 1978-11

Relationship between Salesperson Performance and Understanding of Customer Decision Making

Barton A. Weitz

Journal of Marketing Research

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Research article

First published 1996-12

Factors Influencing Customer Trust in Salespersons in a Developing Country

Syed Saad Andaleeb, Syed Ferhat Anwar

Journal of International Marketing

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Research article

First published 1994-10

Performance,Attribution,and Expectancy Linkages in Personal Selling

Wesley J. Johnston, Keysuk Kim

Journal of Marketing

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Research article

First published 1985-5

The Determinants of Salesperson Performance: A Meta-Analysis

Gilbert A. Churchill, Neil M. Ford, Steven W. Hartley [...]

Journal of Marketing Research

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