search query: @journal_id 69 / total: 714
reference: 4 / 714
| Author: | Brown, S. P. Cron, W. L. Slocum, J. W. Jr |
| Title: | Effects of goal directed emotions on salesperson volitions, behaviour, and performance: a longitudinal study (Arbeitsmotivation; Arbeitsproduktivität; Sales Management) |
| Journal: | Journal of Marketing
1997 : JAN, VOL. 61:1, p. 39-50 |
| Index terms: | |
| Freeterms: | ABSATZABTEILUNG, VERKAUFSABTEILUNG, PSYCHOLOGIE |
| Language: | eng |
| Abstract: | The authors investigate the motivational effects of emotions in a salesforce context. The personal stakes that salespeople have in a goal situation triggered anticipation of emotions that result from attaining or failing to attain their performance goal. The findings suggest that emotions are an important driving force behind sales force motivation. The authors discuss the implications for sales management, theory development, and further research. |
SCIMA