Sales force evaluation with expectancy theory

Charles Futrell, Ananthanarayanan Parasuraman, Jeffrey Sager

Research output: Contribution to journalArticle

14 Citations (Scopus)

Abstract

The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.

Original languageEnglish (US)
Pages (from-to)125-129
Number of pages5
JournalIndustrial Marketing Management
Volume12
Issue number2
DOIs
StatePublished - 1983
Externally publishedYes

Fingerprint

Evaluation
Salespeople
Sales force
Expectancy theory
Sales manager
Propensity
Performance measures
Testing

ASJC Scopus subject areas

  • Marketing

Cite this

Sales force evaluation with expectancy theory. / Futrell, Charles; Parasuraman, Ananthanarayanan; Sager, Jeffrey.

In: Industrial Marketing Management, Vol. 12, No. 2, 1983, p. 125-129.

Research output: Contribution to journalArticle

Futrell, Charles ; Parasuraman, Ananthanarayanan ; Sager, Jeffrey. / Sales force evaluation with expectancy theory. In: Industrial Marketing Management. 1983 ; Vol. 12, No. 2. pp. 125-129.
@article{3b560bf782f2462f9ce8b5e23d493003,
title = "Sales force evaluation with expectancy theory",
abstract = "The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.",
author = "Charles Futrell and Ananthanarayanan Parasuraman and Jeffrey Sager",
year = "1983",
doi = "10.1016/0019-8501(83)90021-4",
language = "English (US)",
volume = "12",
pages = "125--129",
journal = "Industrial Marketing Management",
issn = "0019-8501",
publisher = "Elsevier Inc.",
number = "2",

}

TY - JOUR

T1 - Sales force evaluation with expectancy theory

AU - Futrell, Charles

AU - Parasuraman, Ananthanarayanan

AU - Sager, Jeffrey

PY - 1983

Y1 - 1983

N2 - The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.

AB - The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.

UR - http://www.scopus.com/inward/record.url?scp=0009934110&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=0009934110&partnerID=8YFLogxK

U2 - 10.1016/0019-8501(83)90021-4

DO - 10.1016/0019-8501(83)90021-4

M3 - Article

VL - 12

SP - 125

EP - 129

JO - Industrial Marketing Management

JF - Industrial Marketing Management

SN - 0019-8501

IS - 2

ER -