A Review of Expectancy Theory Research in Selling |
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| Authors: | Kenneth R. Evans Loren Margheim John L. Schlatter |
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| Affiliation: | 1. Kenneth R. Evans (Ph.D., University of Colorado) is an assistant professor of Marketing at Arizona State University. His current research interests include service marketing, marketing and sales cost control, and sales/marketing information systems. He has published in Industrial Marketing Management and presented a number of papers at professional meetings;2. Loren Margheim (M.B.A., University of Denver) is currently a doctoral candidate in accounting at Arizona State University. He is a Certified Public Accountant and was formerly a Medicare Field Auditor for Blue Cross of Colorado. He is a member of the American Accounting Association.;3. John L. Schlacter (Ph.D., Ohio State University) is a professor of Marketing at Arizona State University. He is involved in executive development programs at Arizona State University and at Sales and Marketing Executives International. In addition he is a consultant with a number of organizations in both the profit and not-for-profit sectors. He has contributed to the management and marketing literature. |
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| Abstract: | AbstractMotivation of sales personnel is a major consideration of sales managers. Expectancy theory research holds promise of providing practical answers to certain motivation questions. The theory and empirical evidence is reviewed and synthesized, and strategic implications are discussed. |
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