{"id":"https://openalex.org/W2564050812","doi":"https://doi.org/10.1080/08853134.1992.10753913","title":"Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance","display_name":"Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance","publication_year":1992,"publication_date":"1992-01-01","ids":{"openalex":"https://openalex.org/W2564050812","doi":"https://doi.org/10.1080/08853134.1992.10753913","mag":"2564050812"},"language":"en","primary_location":{"id":"doi:10.1080/08853134.1992.10753913","doi":"https://doi.org/10.1080/08853134.1992.10753913","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.1992.10753913","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/10.1080/08853134.1992.10753913","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5048229203","display_name":"Gordon J. Badovick","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Gordon J. Badovick","raw_affiliation_strings":[") is currently Assistant Professor of Marketing at the"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is currently Assistant Professor of Marketing at the","institution_ids":[]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5072168611","display_name":"Farrand J. Hadaway","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Farrand J. Hadaway","raw_affiliation_strings":[") is currently Assistant Professor of Marketing at"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is currently Assistant Professor of Marketing at","institution_ids":[]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5111407671","display_name":"Peter F. Kaminski","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Peter F. Kaminski","raw_affiliation_strings":[") is currently Professor of Marketing at"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":") is currently Professor of Marketing at","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":1.6498,"has_fulltext":false,"cited_by_count":39,"citation_normalized_percentile":{"value":0.87096002,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":99},"biblio":{"volume":"12","issue":"3","first_page":"1","last_page":"11"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.9976000189781189,"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":0.9976000189781189,"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/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.000699999975040555,"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/T14309","display_name":"Employee Performance and Management","score":0.00039999998989515007,"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-motivation","display_name":"salesperson motivation","score":0.9340000152587891},{"id":"https://openalex.org/keywords/causal-attribution","display_name":"causal attribution","score":0.9549999833106995},{"id":"https://openalex.org/keywords/emotional-responses","display_name":"emotional responses","score":0.8450000286102295},{"id":"https://openalex.org/keywords/attribution-theory","display_name":"attribution theory","score":0.6610000133514404},{"id":"https://openalex.org/keywords/personal-selling","display_name":"personal selling","score":0.734000027179718}],"concepts":[{"id":"https://openalex.org/C143299363","wikidata":"https://www.wikidata.org/wiki/Q900584","display_name":"Attribution","level":2,"score":0.8649787306785583},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7568310499191284},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.5595913529396057},{"id":"https://openalex.org/C3020014160","wikidata":"https://www.wikidata.org/wiki/Q6987190","display_name":"Negative emotion","level":2,"score":0.42441222071647644}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1080/08853134.1992.10753913","doi":"https://doi.org/10.1080/08853134.1992.10753913","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.1992.10753913","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:2564050812","doi":null,"is_oa":false,"landing_page_url":"https://www.jstor.org/stable/20832478","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:10.1080/08853134.1992.10753913","doi":"https://doi.org/10.1080/08853134.1992.10753913","is_oa":true,"landing_page_url":"https://doi.org/10.1080/08853134.1992.10753913","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":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":31,"referenced_works":["https://openalex.org/W121888568","https://openalex.org/W1512085171","https://openalex.org/W1989528006","https://openalex.org/W1999069442","https://openalex.org/W2009412717","https://openalex.org/W2018255452","https://openalex.org/W2019725467","https://openalex.org/W2028143458","https://openalex.org/W2057869658","https://openalex.org/W2058994613","https://openalex.org/W2061609477","https://openalex.org/W2089894147","https://openalex.org/W2109113094","https://openalex.org/W2122912498","https://openalex.org/W2143169581","https://openalex.org/W2148697571","https://openalex.org/W2154804684","https://openalex.org/W2167060476","https://openalex.org/W2167368871","https://openalex.org/W2314129733","https://openalex.org/W2314669880","https://openalex.org/W2325225273","https://openalex.org/W2329492027","https://openalex.org/W2334871808","https://openalex.org/W2916315576","https://openalex.org/W2917388694","https://openalex.org/W3023155349","https://openalex.org/W3147133440","https://openalex.org/W4238428214","https://openalex.org/W4285719527","https://openalex.org/W6803468651"],"related_works":["https://openalex.org/W2109113094","https://openalex.org/W1512085171","https://openalex.org/W1967142149","https://openalex.org/W2312995207","https://openalex.org/W4251193041","https://openalex.org/W372374671","https://openalex.org/W2133063292","https://openalex.org/W2151707334","https://openalex.org/W7091503577","https://openalex.org/W1828264567"],"abstract_inverted_index":{"Salesperson":[0],"motivation":[1],"is":[2,29,52],"considered":[3],"to":[4],"be":[5],"a":[6],"key":[7],"factor":[8],"in":[9],"influencing":[10],"salesperson":[11,25,44],"performance.":[12,36],"This":[13],"research":[14],"investigates":[15],"the":[16,47],"effects":[17],"of":[18,49],"causal":[19],"attributions":[20],"and":[21,33],"emotional":[22,50],"reactions":[23,51],"on":[24],"motivation.":[26,45],"A":[27],"comparison":[28],"made":[30],"between":[31],"successful":[32],"unsuccessful":[34],"quota":[35],"The":[37],"results":[38],"suggest":[39],"that":[40],"emotions":[41],"do":[42],"influence":[43,48],"However,":[46],"most":[53],"apparent":[54],"after":[55],"failure":[56],"outcomes":[57],"only.":[58]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2025,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2022,"cited_by_count":1},{"year":2021,"cited_by_count":3},{"year":2020,"cited_by_count":2},{"year":2018,"cited_by_count":2},{"year":2017,"cited_by_count":3},{"year":2016,"cited_by_count":2},{"year":2015,"cited_by_count":6},{"year":2013,"cited_by_count":2},{"year":2012,"cited_by_count":2}],"updated_date":"2026-10-14T16:39:01.820549","created_date":"2017-01-06T00:00:00"}