Have Salespeople Hit Quota Faster

Reference – Six Steps to Better Goal Setting

Return to previous page 

1. Meyer, Paul J (2003). “What would you do if you knew you couldn’t fail? Creating S.M.A.R.T. Goals”. Attitude Is Everything: If You Want to Succeed Above and Beyond. Meyer Resource Group, Incorporated, The. ISBN 978-0-89811-304-4.

2. Bjørnebekk, G. (2008): Positive Affect and Negative Affect as Modulators of Cognition and Motivation: The Rediscovery of Affect in Achievement Goal Theory, Scandinavian Journal of Educational Research, Vol. 52, No. 2, 153-170

3. Latham, G. P., Seijts, G., Crim, D. (2008): The Effects of Learning Goal Difficulty Level and Cognitive Ability on Performance, Canadian Journal of Behavioural Science, Vol. 40, No. 4, 220-229

4. Oettingen, G., Gollwitzer, P. M. (2009): Making Goal Pursuit Effective: Expectancy-Dependent Goal Setting and Planned Goal Striving, IN: Forgas, J. P., Baumeister, R.F., Tice D. M. (Eds.): Psychology of Self-Regulation: Cognitive, Affective and Motivational Processes, Taylor and Francis, New York

5. Oettingen, G., Kappes, A. (2009): Mental Contrasting of the Future and Reality to Master Negative Feedback, IN: Markman, K.D., Klein, W. M. P., Suhr, J. A. (Eds.): Handbook of Imagination and Mental Stimulation, New York, Psychology Press,395-412

6. Vigoda-Gadot, E., Angert, L. (2007): Goal Setting Theory, Job Feedback, and OCB: Lessons from a Longitudinal Study, Basic and Applied Social Psychology, 29 (2), 119-128

Return to previous page