Impacts of salespeople’s biased and unbiased performance attributions on job satisfaction: the concept of misattributed satisfaction

Purpose This study aims to investigate an under-researched area, the impact of causal attributions (i.e. causal stability and company-related/-unrelated attributions) on salespeople’s job satisfaction following their performance appraisal. Design/methodology/approach A pre-test and a between-subjects experimental study test the effect of accurate or biased perceptions of causal attributions on salespeople’s job satisfaction. Data collected from...