RESEARCH_FILE
Gordon J. Badovick
University of Wisconsin Oshkosh
Known for:Applying Weiner's attributional theory of motivation and emotion to salespeople's reactions to quota performance
SEE THE PRACTICE
Turn a thought this research explains into one clear move.
THE THOUGHT
“Real closers are born, not trained”
YOUR RECORDED RESPONSE
“Three missed deals tell me where my process broke down, not whether I have talent”
ONE PRIVATE MOVE
Listen to one call from this week where you didn't close. Write down three specific things you said or didn't say. Compare to one call where you did close. Note one repeatable difference.
Key findings
- 1990
Found that a salesperson's emotional reactions to failing to make a monthly sales quota — driven by whether the cause is seen as internal or external, and stable or unstable — shape their motivation and expectations of future success. Emotional Reactions and Salesperson Motivation: An Attributional Approach Following Inadequate Sales Performance ↗
- 1990
Showed the same attributional framework applies to successful months too: how a rep explains a good result — luck versus skill, a one-off versus a repeatable pattern — shapes confidence and effort going into the next period, not only reactions to failure. Emotional Reactions and Salesperson Motivation: An Attributional Approach Following Inadequate Sales Performance ↗