The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study
Abstract
The authors investigate the motivational effects of emotions in a sales force 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. Positive anticipatory emotions were positively related to volitions and mediated the relationship between personal stakes and volitions. Goal attainment was positively related to positive outcome emotions and negatively related to negative outcome emotions. Goal-directed behavior was positively associated with positive outcome emotions, independently of goal attainment. 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.
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Citations
Cites
An attributional theory of achievement motivation and emotion
Weiner, B. (1985) · Psychological Review · doi:10.1037/0033-295x.92.4.548 · Cited by 7,846
Motivation reconsidered: The concept of competence.
White, R. W. (1959) · Psychological Review · doi:10.1037/h0040934 · Cited by 5,681
Product/Consumption-Based Affective Responses and Postpurchase Processes
Westbrook, R. A. (1987) · Journal of Marketing Research · doi:10.1177/002224378702400302 · Cited by 2,462
Cited by
The Role of Emotions in Marketing
Bagozzi, R. P., Gopinath, M., & Nyer, P. U. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399272005 · Cited by 3,349
The Role of Goal Orientation Following Performance Feedback
VandeWalle, D., Cron, W. L., & Slocum, J. W. (2001) · Journal of Applied Psychology · doi:10.1037/0021-9010.86.4.629 · Cited by 781
Brown, S. P., Westbrook, R. A., & Challagalla, G. (2005) · Journal of Applied Psychology · doi:10.1037/0021-9010.90.4.792 · Cited by 329
Self-citationDans le secret des comités de direction, le rôle des émotions: proposition d'un modèle théorique
Haag, C., & Laroche, H. (2009) · M@n@gement · doi:10.3917/mana.122.0082 · Cited by 34
Metadata
- Authors
- Brown, S. P., Cron, W. L., & Slocum, J. W.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1997-01
- Volume
- 61
- Issue
- 1
- Pages
- 39-50
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2312995207
- Cited by
- 192
- References
- 3
- FWCI
- 9.96
- Type
- journal article
- Language
- en
- Open access
- closed
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- Brown, S. P., Cron, W. L., & Slocum, J. W. (1997). Effects of Goal-Directed Emotions on Salesperson Volitions, Behavior, and Performance: A Longitudinal Study. Journal of Marketing. https://doi.org/10.1177/002224299706100104
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
