{"id":"https://openalex.org/W1574435881","doi":"https://doi.org/10.1080/08853134.1991.10753867","title":"An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach","display_name":"An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach","publication_year":1991,"publication_date":"1991-01-01","ids":{"openalex":"https://openalex.org/W1574435881","doi":"https://doi.org/10.1080/08853134.1991.10753867","mag":"1574435881"},"language":"en","primary_location":{"id":"doi:10.1080/08853134.1991.10753867","doi":"https://doi.org/10.1080/08853134.1991.10753867","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.1991.10753867","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling & Sales Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://doi.org/10.1080/08853134.1991.10753867","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5052815280","display_name":"Sandra McKay","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I197173980","display_name":"Southeastern Louisiana University","ror":"https://ror.org/0531xck41","country_code":"US","type":"education","lineage":["https://openalex.org/I197173980","https://openalex.org/I2799628689"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Sandra McKay","raw_affiliation_strings":[") is Assistant Professor of Marketing at","Sandra McKay (Ph.D, Louisiana State University) is Assistant Professor of Marketing at Southeastern Louisiana State University, Hammond. Her research interests include salesforce performance, managerial perceptual processes, and evaluation systems"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is Assistant Professor of Marketing at","institution_ids":[]},{"raw_affiliation_string":"Sandra McKay (Ph.D, Louisiana State University) is Assistant Professor of Marketing at Southeastern Louisiana State University, Hammond. Her research interests include salesforce performance, managerial perceptual processes, and evaluation systems","institution_ids":["https://openalex.org/I197173980"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5021051472","display_name":"Joseph F. Hair","orcid":"https://orcid.org/0000-0002-9226-9693","observed_orcids":["https://orcid.org/0000-0002-9226-9693"]},"institutions":[{"id":"https://openalex.org/I121820613","display_name":"Louisiana State University","ror":"https://ror.org/05ect4e57","country_code":"US","type":"education","lineage":["https://openalex.org/I121820613"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Joseph F. Hair","raw_affiliation_strings":[") is Professor and Chairman, at","Louisiana State University, Baton Rouge, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is Professor and Chairman, at","institution_ids":[]},{"raw_affiliation_string":"Louisiana State University, Baton Rouge, United States","institution_ids":["https://openalex.org/I121820613"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5110864851","display_name":"Mark W. Johnston","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I121820613","display_name":"Louisiana State University","ror":"https://ror.org/05ect4e57","country_code":"US","type":"education","lineage":["https://openalex.org/I121820613"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Mark W. Johnston","raw_affiliation_strings":[") is Assistant Professor of Marketing at","Louisiana State University, Baton Rouge, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is Assistant Professor of Marketing at","institution_ids":[]},{"raw_affiliation_string":"Louisiana State University, Baton Rouge, United States","institution_ids":["https://openalex.org/I121820613"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5089712342","display_name":"Daniel L. Sherrell","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I121820613","display_name":"Louisiana State University","ror":"https://ror.org/05ect4e57","country_code":"US","type":"education","lineage":["https://openalex.org/I121820613"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Daniel L. Sherrell","raw_affiliation_strings":[") is Associate Professor of Marketing at","Louisiana State University, Baton Rouge, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is Associate Professor of Marketing at","institution_ids":[]},{"raw_affiliation_string":"Louisiana State University, Baton Rouge, United States","institution_ids":["https://openalex.org/I121820613"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.7416,"has_fulltext":false,"cited_by_count":30,"citation_normalized_percentile":{"value":0.7450879,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":"11","issue":"2","first_page":"39","last_page":"48"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9926999807357788,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9926999807357788,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10797","display_name":"Accounting and Organizational Management","score":0.00139999995008111,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14309","display_name":"Employee Performance and Management","score":0.00139999995008111,"subfield":{"id":"https://openalex.org/subfields/3307","display_name":"Human Factors and Ergonomics"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/salesperson-performance-evaluation","display_name":"salesperson performance evaluation","score":0.8309999704360962},{"id":"https://openalex.org/keywords/attribution-theory","display_name":"attribution theory","score":0.671999990940094},{"id":"https://openalex.org/keywords/reward-systems","display_name":"reward systems","score":0.6790000200271606},{"id":"https://openalex.org/keywords/corrective-actions","display_name":"corrective actions","score":0.7409999966621399},{"id":"https://openalex.org/keywords/sales-compensation","display_name":"sales compensation","score":0.5740000009536743},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.49799999594688416}],"concepts":[{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.6519908905029297},{"id":"https://openalex.org/C85973986","wikidata":"https://www.wikidata.org/wiki/Q1091731","display_name":"Exploratory research","level":2,"score":0.6280908584594727},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.6191369295120239},{"id":"https://openalex.org/C26760741","wikidata":"https://www.wikidata.org/wiki/Q160402","display_name":"Perception","level":2,"score":0.6175634860992432},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.5854411721229553},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5277460217475891},{"id":"https://openalex.org/C143661069","wikidata":"https://www.wikidata.org/wiki/Q670713","display_name":"Reward system","level":2,"score":0.5059780478477478},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.42250511050224304},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.14173266291618347},{"id":"https://openalex.org/C542102704","wikidata":"https://www.wikidata.org/wiki/Q183257","display_name":"Psychotherapist","level":1,"score":0.0},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.0},{"id":"https://openalex.org/C19165224","wikidata":"https://www.wikidata.org/wiki/Q23404","display_name":"Anthropology","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1080/08853134.1991.10753867","doi":"https://doi.org/10.1080/08853134.1991.10753867","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.1991.10753867","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling & Sales Management","raw_type":"journal-article"},{"id":"mag:1574435881","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/40472019","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"Journal of Personal Selling and Sales Management","raw_type":null}],"best_oa_location":{"id":"doi:10.1080/08853134.1991.10753867","doi":"https://doi.org/10.1080/08853134.1991.10753867","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.1991.10753867","pdf_url":null,"source":{"id":"https://openalex.org/S968139600","display_name":"Journal of Personal Selling and Sales Management","issn_l":"0885-3134","issn":["0885-3134","1557-7813"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320547","host_organization_name":"Taylor & Francis","host_organization_lineage":["https://openalex.org/P4310320547","https://openalex.org/P4310320449"],"host_organization_lineage_names":["Taylor & Francis","Informa"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Personal Selling & Sales Management","raw_type":"journal-article"},"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":39,"referenced_works":["https://openalex.org/W121888568","https://openalex.org/W1566551999","https://openalex.org/W1577762075","https://openalex.org/W1963721879","https://openalex.org/W1973107123","https://openalex.org/W1979735738","https://openalex.org/W1980722503","https://openalex.org/W1995183305","https://openalex.org/W2016441627","https://openalex.org/W2018794562","https://openalex.org/W2021391711","https://openalex.org/W2025533214","https://openalex.org/W2035007351","https://openalex.org/W2046155508","https://openalex.org/W2051230126","https://openalex.org/W2053294463","https://openalex.org/W2059327337","https://openalex.org/W2060715347","https://openalex.org/W2066415427","https://openalex.org/W2080389789","https://openalex.org/W2090802940","https://openalex.org/W2120555948","https://openalex.org/W2120781803","https://openalex.org/W2148697571","https://openalex.org/W2266109892","https://openalex.org/W2312862906","https://openalex.org/W2313541157","https://openalex.org/W2315716378","https://openalex.org/W2320135617","https://openalex.org/W2327011051","https://openalex.org/W2334871808","https://openalex.org/W2473837313","https://openalex.org/W2580389126","https://openalex.org/W2914118099","https://openalex.org/W3015634246","https://openalex.org/W3134926302","https://openalex.org/W4298185589","https://openalex.org/W6670943028","https://openalex.org/W6758706405"],"related_works":["https://openalex.org/W2334871808","https://openalex.org/W4416951036","https://openalex.org/W2473837313","https://openalex.org/W2325352482","https://openalex.org/W322407567","https://openalex.org/W2547479635","https://openalex.org/W3013963972","https://openalex.org/W7111399218","https://openalex.org/W121888568","https://openalex.org/W2770235158"],"abstract_inverted_index":{"The":[0],"importance":[1],"of":[2,20],"salesperson":[3],"evaluation":[4],"in":[5,23],"the":[6,17],"sales":[7,21],"organization":[8],"is":[9],"widely":[10],"recognized.":[11],"Unfortunately,":[12],"little":[13],"research":[14],"has":[15],"investigated":[16],"perceptual":[18],"process":[19],"managers":[22],"their":[24],"evaluation...":[25]},"counts_by_year":[{"year":2019,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2015,"cited_by_count":3},{"year":2014,"cited_by_count":1},{"year":2013,"cited_by_count":1}],"updated_date":"2026-10-14T16:39:01.820549","created_date":"2016-06-24T00:00:00"}