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Expectancy Theory Predictions Of Salesmen's Performance

Richard L. Oliver
Published 1974 · Psychology

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As a result of a lack of empirical investigation, the variance in salesmen's performance attributable to motivational constructs has not been estimated. Vroomian expectancy theory was used to show that the motivational perceptions attributed to a set of sales “incentives” by a sample of life insurance salesmen were related to two performance criteria.
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