Business Commons^™

Stuck Like Glue: The Formation Of Product Attachments Among Salespeople, Erin Gillespie

Electronic Theses and Dissertations

Determining why salespeople put forth more effort than others is of particular interest to sales researchers. Identifying factors that influence the intensity of effort is an important area of research. This research proposes that salesperson product attachment is a key factor in determining effort levels. Expectancy theory has been frequently used to support the use of quotas in that salespeople engage in behaviors that will be perceived by them as most likely to yield valued rewards. Thus, according to this theory, salespeople will place the most effort on products that are expected to yield the best results in regards to …