Emotional Reactions and Salesperson Motivation: An Attributional Approach Following Inadequate Sales Performance

Abstract

This research investigates the impact of emotional reac tions on salesperson motivation. Using Weiner's attri butional theory of motivation and emotion, a study was conducted to determine how emotional reactions affect sales person motivation after failure to make a monthly sales quota. The results suggest that a variety of emotional reac tions have different effects both on expectations of future success and motivation.

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