Cognitive and affective determinants of salesforce performance: A two-wave study

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...