Have Salespeople Hit Quota Faster

References to Motivation and Goals

Return to post

1. Bargh, J. A., Gollwitzer, P. M., Oettingen, G. (2010): Motivation, IN: Fiske, S., Gilbert, D. T., Lindzay, G.: Handbook of Social Psychology, New York, Wiley, 5th ed. 268-316

2. Latham, G. P. (2004): The Motivational Benefits of Goal-Setting, Academy of Management Executive, Vol. 18, No. 4

3. Williams, L., DeSteno, D. (2008): Pride and Perseverance: The Motivational Role of Pride, Journal of Personality and Social Psychology, Vol. 94, No. 6, 1007-1017

4. 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