2015 | OriginalPaper | Buchkapitel
The Equity/ Expectancy Framework Interfaced With the Psychological Contract to Describe the Salesperson Motivation Behavioral Process
verfasst von : Ramon Avila
Erschienen in: Proceedings of the 1986 Academy of Marketing Science (AMS) Annual Conference
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This paper offers a conceptual model of the salesperson behavioral process. On the basis of equity/inequity theory and expectancy-valence theory, specific relationships between different cognitive variables are identified. Psychological contracts are introduced as a means to further the development of the motivational process. Implications from a managerial perspective and future directions for research are also discussed.