In light of attribution theory, evaluating the performance of a salesperson is all about the sales manager attributing causes of that performance.

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According to attribution theory, people tend to explain the causes of behavior and events in order to assign credit or blame. In the context of sales performance, the sales manager's attribution of the causes of the salesperson's performance can have a significant impact on evaluations and feedback.

In Light of Attribution Theory, Evaluating the Performance of a Salesperson