Sales force evaluation with expectancy theory

Charles Futrell, A. Parasuraman, Jeffrey Sager

Research output: Contribution to journalArticlepeer-review

15 Scopus citations

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 - Apr 1983
Externally publishedYes

ASJC Scopus subject areas

  • Marketing

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