Expectancy Theory Predictions of Salesmen's Performance

1974 ◽  
Vol 11 (3) ◽  
pp. 243-253 ◽  
Author(s):  
Richard L. Oliver
Keyword(s):  
Life Insurance ◽  
Empirical Investigation ◽  
Expectancy Theory ◽  
Performance Criteria ◽  
Motivational Constructs ◽  
Sales Incentives

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.

scholarly journals An Empirical Investigation of The Utilization of External and Internal Board of Directors and Management Advisory Assistance on The Performance of Small Business

1970 ◽  
Vol 13 (2) ◽  
pp. 167-184
Author(s):  
Diane Garsombke ◽  
Thomas Garsombke
Keyword(s):  
Small Business ◽  
Board Of Directors ◽  
Boards Of Directors ◽  
Empirical Investigation ◽  
Performance Criteria ◽  
Strategic Marketing ◽  
Company Performance ◽  
Management Consultants ◽  
Advisory Boards ◽  
Management Advisory

This article reports the usage and effectiveness of advisory bodies (i.e., advisory boards, boards of directors, management consultants, accountants, family, friends) that exist in smaller businesses. The authors find that advisory boards have the most significant impact on various company performance criteria. This result implies that strategic marketing and planning is enhanced by the use of advisory boards. Additionally, the authors discover that the entrepreneur's attitude is even more important than previously researched inhibitors of lack of resources to greater use of advisors.

Can IMF program design resurrect investor sentiment? An empirical investigation

2019 ◽  
Vol 22 (2) ◽  
pp. 339-382 ◽  
Author(s):  
Krishna Chaitanya Vadlamannati
Keyword(s):  
Empirical Investigation ◽  
Investor Sentiment ◽  
Performance Criteria ◽  
Estimation Methods ◽  
Political Costs ◽  
Ex Post ◽  
Ex Ante ◽  
Imf Programs ◽  
And Performance

AbstractDoes international investor sentiment improve when a crises-ridden country participates in an International Monetary Fund (IMF) program? I argue that merely participating in an IMF program may not revive the sentiments of investors. Rather, investor sentiment would improve when governments enhance the credibility of their commitment to reforms by accepting severe conditions imposed by the IMF, which incur ex ante and ex post political costs. Using panel data on 166 countries during the 1992–2013 period (twenty-two years), I find that countries participating in IMF programs, with conditions attached, specifically prior actions and performance criteria conditions, after controlling for endogeneity concerns using exogeneous instruments, are associated with an increase in long-term investor sentiment. These results are robust to using alternative data, variables and estimation methods. My findings are in stark contrast to those who argue that IMF conditional programs are akin to swallowing a bitter pill. In fact, my results demonstrate that the so-called bitter pill may act as a palliative.

Determinants of Household Life Insurance Premium Expenditures: An Empirical Investigation

1967 ◽  
Vol 34 (3) ◽  
pp. 397 ◽  
Author(s):  
J. D. Hammond ◽  
David B. Houston ◽  
Eugene R. Melander
Keyword(s):  
Life Insurance ◽  
Empirical Investigation ◽  
Insurance Premium

Predicting School Achievement from Motivation and Personality

2007 ◽  
Vol 21 (3/4) ◽  
pp. 207-216 ◽  
Author(s):  
Ricarda Steinmayr ◽  
Birgit Spinath
Keyword(s):  
Big Five ◽  
School Achievement ◽  
Performance Criteria ◽  
Nomological Network ◽  
Grade Point ◽  
Adolescent Students ◽  
Domain Specific ◽  
Motivational Constructs ◽  
Self Reports ◽  
And Mathematics

Abstract. The present study aims at comparing the predictive power of motivation and broad personality traits for school performance and contributes to an understanding of the nomological network of personality. A sample of German adolescent students (N = 342 11th and 12th graders, age M = 16.94, SD = .71) gave self-reports of need for achievement, domain-specific ability self-concepts and task values in German and Math as well as the Big Five of personality. Grades in German and mathematics as well as grade-point average served as performance criteria. On a bivariate zero-order level, the motivational constructs showed the hypothesized positive associations with school achievement in Math, German, and GPA. With respect to personality, only Conscientiousness was consistently positively associated with grades, whereas Neuroticism, Extraversion, Openness to Experience, and Agreeableness were either not or weakly associated with one or two out of three performance criteria. Hierarchical and stepwise regression analyses were performed with grades in Math and German as well as GPA as dependent variables. When comparing motivation and personality, domain-specific ability self-concepts were the strongest predictors of all performance criteria. Together, the present results confirm the predominance of motivational concepts over the Big Five of personality for the prediction of performance criteria and substantiate the importance to integrate trait conceptions of motivation into the nomological network of personality.

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