Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

By Andrea L. Dixon, Rosann L. Spiro, Maqbul Jamil. 2001

128 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/da6110d86537e82ca31b98767da9eb04f9f0b86b

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Willy Bolander
2. Melissa S. Cardon
3. Michael Ahearne

In Organizational Behavior and Human Resource Management

1. Yasuhiro Yamakawa
2. Willy Bolander
3. Melissa S. Cardon
4. Michael Ahearne
5. Dean A. Shepherd
6. M. Obschonka

In Strategy and Management

1. Willy Bolander
2. Yasuhiro Yamakawa
3. Melissa S. Cardon
4. Michael Ahearne

Citations in the corpus

• Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure (2005, unknown): “Empirical research substantiates that salespeople make attributions when they fail (Downey, Chacko, and McElroy 1979), and that these attributions influence sales representatives’ subsequent behavior (Dixon, Spiro, and Forbes 2003; Dixon, Spiro, and Jamil 2001).”
• Causal ascriptions and perceived learning from entrepreneurial failure (2015, background): “1999), and it can be empirically difficult to distinguish between locus of causality and controllability, with internal causes being quite similar to internally controllable causes of failure (Dixon et al. 2001; Ingledew et al. 1996; McAuley et al. 1992; Weiner 1986).”
• Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership (2014, background): “Then, in both cases, participants were asked to indicate the degree to which they attributed their failure to perceived task difficulty with a three-item measure adapted from Dixon, Spiro, and Jamil (2001).”
• Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations (2006, background): “That is, behavior patterns may be oriented toward the achievement of success or the avoidance of failure—the latter of which is a topic gaining considerable interest in sales (cf. Dixon, Spiro, and Jamil 2001; Verbeke and Bagozzi 2000).”