search query: @journal_id 69 / total: 714
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| Author: | DeCarlo, T.E. Leigh, T.W. |
| Title: | Impact of salesperson attraction on sales managers' attributions and feedback (Sales Management, Feedback) |
| Journal: | Journal of Marketing
1996 : APR, VOL. 60:6, p. 47-66 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, PERSONALBEURTEILUNG, PSYCHOLOGIE, SOZIOLOGIE |
| Language: | eng |
| Abstract: | Do sales managers objectively evaluate sales personnel? Although objectivity may be more of a goal than a reality, the importance of sales manager evaluations in influencing sales performance is clearly recognized. The authors develop a model of how a salesperson's task and social attraction affect a sales manager's causal attributions explaining the salesperson's poor performance and the manager's corrective feedback based on these attributions. They find evidence that interpersonal affect directly influences manager feedback. |
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