An Empirical Investigation of Expectancy Theory Predictions of Job Performance.

1971 ◽  
Vol 1971 (1) ◽  
pp. 220-227 ◽  
Author(s):  
Herbert C. Heneman
Keyword(s):  
Job Performance ◽  
Empirical Investigation ◽  
Expectancy Theory

Job Performance Related to Management Control Systems for Pharmaceutical Salesmen

1976 ◽  
Vol 13 (1) ◽  
pp. 25-33 ◽  
Author(s):  
Charles M. Futrell ◽  
John E. Swan ◽  
John T. Todd
Keyword(s):  
Control System ◽  
Job Performance ◽  
Control Systems ◽  
Empirical Investigation ◽  
Management Control ◽  
Marketing Management ◽  
Management Control Systems ◽  
Sales Forces ◽  
System Characteristics

Conceptualization and empirical investigation of marketing management control systems have not developed to the point where terms, concepts, and methods are clear enough to provide reliable guidelines for managers of sales forces. Three national firms’ salesmen's perceptions of their control system were related to the salesmen's performance to identify the most important control system characteristics.

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.

The importance of ethics to job performance: An empirical investigation of managers' perceptions

1989 ◽  
Vol 8 (4) ◽  
pp. 253-260 ◽  
Author(s):  
Ralph A. Mortensen ◽  
Jack E. Smith ◽  
Gerald F. Cavanagh
Keyword(s):  
Job Performance ◽  
Empirical Investigation
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