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Expectancy Theory Predictions of Salesmen's Performance

Richard L. Oliver

Assistant Professor in the Department of Business Administration, University of Kentucky.

Journal of Marketing Research 1974

As a result of a lack of empirical investigation, the variance in salesmen's performance attributable to motivational constructs has not been estimated. Vroomian expectancy theory was used to show that the motivational perceptions attributed to a set of sales “incentives” by a sample of life insurance salesmen were related to two performance criteria.

DOI
10.1177/002224377401100302
Volume
11 (3)
Pages
243-253
Language
en
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Sources
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