The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
Abstract
This position paper argues that current knowledge of the determinants of motivation and performance in industrial selling is woefully inadequate. As a first step toward improving this situation, the authors offer a conceptual model which identifies a set of individual, interpersonal, organizational, and environmental variables that may influence a salesman's motivation and job performance. The model incorporates many constructs and research findings from industrial psychology and other disciplines, but its primary purpose is to provide a conceptual framework and some specific hypotheses to help guide future empirical research in sales management.
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Citations
Cites
Generalized expectancies for internal versus external control of reinforcement.
Rotter, J. B. (1966) · Psychological Monographs: General and Applied · doi:10.1037/h0092976 · Cited by 21,937
Maslow, A. H. (1943) · Psychological Review · doi:10.1037/h0054346 · Cited by 21,563
Metadata
- Authors
- Walker, O. C., Churchill, G. A., & Ford, N. M.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1977-05
- Volume
- 14
- Issue
- 2
- Pages
- 156-168
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W4232718713
- Cited by
- 290
- References
- 2
- FWCI
- 4.68
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. https://app.cochat.ai/papers/10.1177/002224377701400203
- The paper
- Walker, O. C., Churchill, G. A., & Ford, N. M. (1977). Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. Journal of Marketing Research. https://doi.org/10.1177/002224377701400203
Data sources
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.
