Original paper
Cognitive and affective determinants of salesforce performance: A two-wave study
Abstract
In this paper, we expand upon Brown, Cron, and Slocum's (1997) model of salespeople and their goal-directed behavior. We specifically include anticipatory emotions, the desire the act, perceived behavioral control, and outcome expectancies. We also re-conceptualize the authors' singular notion of “stakes” into its financial and psychological components, and their representation of “volitions” into account planning and territory planning. We...
Paper Details
Title
Cognitive and affective determinants of salesforce performance: A two-wave study
Published Date
Nov 1, 2018
Volume
75
Pages
206 - 217
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Notes
History