Concepedia

Sales Performance Attribution

Sales Performance Attribution is a methodological framework within merchandising analytics that systematically identifies and quantifies the individual contributions of specific marketing, operational, or environmental factors to observed sales outcomes, thereby distinguishing it from holistic performance measurement approaches by isolating causal influences on sales variability.

34

Publications

1.6K

Citations

68

Authors

55

Institutions

Publications per year

2017–2026

5

Parents

Publications

34

Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

Andrea L. Dixon, Rosann L. Spiro, Maqbul Jamil · Journal of Marketing · 2001 · 118 citations

, , +12

Bridging marketing theory and big data analytics: The taxonomy of marketing attribution

Dimitrios Buhalis, Katerina Volchek · International Journal of Information Management · 2020 · 115 citations

, , +15

Attributional influences on consumers' desires to communicate about products

Mary T. Curren, Valerie S. Folkes · Psychology and Marketing · 1987 · 112 citations

, , +17

Bouncing Back: How Salesperson Optimism and Self-Efficacy Influence Attributions and Behaviors Following Failure

Andrea L. Dixon, Susan M.B. Schertzer · Journal of Personal Selling and Sales Management · 2005 · 101 citations

, , +12

Impact of Salesperson Attraction on Sales Managers’ Attributions and Feedback

Thomas E. DeCarlo, Thomas W. Leigh · Journal of Marketing · 1996 · 88 citations

, , +17

1–5 of 34

Authors

68

  1. TE
    Thomas E. DeCarlo

    University of Alabama at Birmingham, United States

    5 publications · 229 citations

    5

    h-index

  2. JC
    John C. Mowen

    Oklahoma State University, United States

    4 publications · 151 citations

    4

    h-index

  3. DW
    Donald W. Jackson

    Arizona State University, United States

    3 publications · 134 citations

    3

    h-index

  4. AL
    Andrea L. Dixon

    University of Florida, United States

    3 publications · 262 citations

    3

    h-index

  5. TW
    Thomas W. Leigh

    University of Georgia, United States

    2 publications · 134 citations

    2

    h-index

1–5 of 68

Institutions

55

  1. University of Georgia

    Athens, United States

    3 h-index

    3 publications

    143 citations

  2. Arizona State University

    Tempe, United States

    2 h-index

    5 publications

    255 citations

  3. University of London

    London, United Kingdom

    2 h-index

    4 publications

    256 citations

  4. Georgia State University

    Atlanta, United States

    2 h-index

    2 publications

    101 citations

  5. College of Business Administration

    Riga, Latvia

    2 h-index

    3 publications

    172 citations

  6. Kent State University

    Kent, United States

    2 h-index

    2 publications

    74 citations

  7. Oklahoma State University

    Stillwater, United States

    2 h-index

    3 publications

    68 citations

  8. University of Oklahoma

    Norman, United States

    2 h-index

    2 publications

    95 citations

1–8 of 55

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 9 publications · 339 citations

    9

    h-index

  2. Journal of Marketing

    JM · 5 publications · 353 citations

    5

    h-index

  3. Journal of the Academy of Marketing Science

    3 publications · 144 citations

    3

    h-index

  4. The Journal of Marketing Theory and Practice

    JMTP · 2 publications · 53 citations

    2

    h-index

  5. 2

    h-index

1–5