Smarter Versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation

Sujan, Harish
February 1986
Journal of Marketing Research (JMR);Feb1986, Vol. 23 Issue 1, p41
Academic Journal
Previous research has focused on salespeople's motivation to work harder. An important but neglected aspect of salespeople's motivation is their desire to improve the direction in which they work, termed "working smarter." Using an attributional perspective, the author examines factors that differentially influence these two components of motivation.


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