Share
Explore BrainMass

Motivation and Performance

See attached files.

Silver, L., Dwyer, S., & Alford, B. (2006). Learning and performance goal orientation of salespeople revisited: the role of performance-approach and performance-avoidance orientations. Journal of Personal Selling & Sales Management, 26(1), 27-38. Retrieved from Business Source Complete database.

Darke, P., & Dahi, D. (2003). Fairness and Discounts: The Subjective Value of a Bargain. Journal of Consumer Psychology (Lawrence Erlbaum Associates), 13(3), 328. from Academic Search Complete database.

In a paper including cover and reference pages, you are to prepare an analytical summary of these two articles in a manner similar to your Module 1 case, but in this case, strive for integration. For example, compare and contrast the two articles on each dimension, rather than to analyze them separately. What are the similarities between the two articles? What are their major differences? Here are the questions and sub-questions that we recommend using to focus your analysis; they are mostly the same as mod 1, but with a bit of additional detail in the methodology section to reflect mod 2 of RES600 topics:

1. EPISTEMOLOGY
? What is the research approach?
? What journal is it published in - this will give you a clue as the field of study that it pertains to, and also to the nature of the article, since many journals focus primarily on either theoretical, empirical, and/or practitioner oriented articles.
? What type of article is it - theoretical, empirical research, or applied?

2. ONTOLOGY
? What are the theories that are being used to frame the study and the constructs/hypotheses that follow? What are the major theoretical ideas?
? What are the boundary conditions of the article's findings (that is, the set of people, organizations, time frames, and/or environmental circumstances to whom the findings of the article can be said to apply? Note that this set may be confined to the specific sample studied, or may (more usually) be generalized to a broader population.)
? What is the main contribution of this article?
? How does this article/field of research fit with other bodies of work that you've read in your doctoral work thus far (any of the mod 1 or mod 2 background readings)? (Note: Many times top-journal articles are the bridging of one body of work to another. As you develop your own research program, it will be a great benefit to be able to identify these intersections for collaborative purposes.)

3. METHODOLOGY
? What variables are being studied, and which are the dependent and independent variables?
? What is the level of analysis?
? What role do probabilities play in this research, and how are they used?
? What statistical analysis procedure(s) do they use?
? How and to what degree do the researchers describe and present statistical information and inference in a useful way?
? To what degree do the data allow the authors to effectively address their starting research questions? Can you think of any other data items that would have been helpful to include in this study? How easy would it have been to obtain the additional data you've identified, if any?
? What gaps (opportunities) in the literature are identified for future research?

Expectations:
Be concise and avoid any unnecessary verbiage. Zero in on the key observations and propositions made in the articles. Papers should comply with APA guidelines and be error-free.

Attachments

Solution Preview

EPISTEMOLOGY:

The article "Fairness and Discounts: The Subjective Value of a Bargain" has been published in the Journal of Consumer Psychology. Whereas, "Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations" has been published in the Journal of Personal Selling & Sales Management. The article "Fairness and Discounts: The Subjective Value of a Bargain' has an experimental approach whereas the Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations has an empirical approach.

ONTOLOGY:

Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations has theoretical basis in studies of salesperson work motivation and achievement motivation theory (See: (Brown, Cron and Slocum 1997;) The study is also related to learning and performance goal orientation on sales performance (Sujan, Weitz, and Kumar 1994). On the other hand "Fairness and Discounts: The Subjective Value of a Bargain gets support from social equity theory (Adams,1965;). The boundary conditions for Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations are that the study has been done only in the life insurance ...

Solution Summary

This explanation provides you a comprehensive argument relating to Motivation and Performance

$2.19