We found a match
Your institution may have rights to this item. Sign in to continue.
- Title
Impact of Salesperson Attraction on Sales Managers' Attributions and Feedback.
- Authors
DeCarlo, Thomas E.; Leigh, Thomas W.
- Abstract
The authors develop a model of how a salesperson's task and social attraction affect a sales manager's causal attributions explaining the salesperson's poor performance and the manager's corrective feedback based on these attributions. The authors' experimental results, based on a sample of 218 sales managers, suggest that (1) causal attributions, cognitive effort, and decision confidence are directly affected by task and social attraction; (2) the effects of task and social attraction on coercive feedback are mediated by internal attributions; and (3) external attributions play a partial, but negative, mediating role for nonpunitve feedback. The authors also find evidence that interpersonal affect directly influences manager feedback. Implications for research and practice are developed that recognize that appraisal processes are influenced by affect and attributional considerations, not simply bias and inaccuracy in rating performance itself.
- Subjects
RATING of sales personnel; SALES force management; INDUSTRIAL relations; SOCIAL perception; SALES executives; LABOR discipline; EMPLOYEE reviews; MANAGEMENT &; psychology; SUPERVISORS; PSYCHOLOGY
- Publication
Journal of Marketing, 1996, Vol 60, Issue 2, p47
- ISSN
0022-2429
- Publication type
Article
- DOI
10.1177/002224299606000204