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| Author: | Holmes, T.L. Srivastava, R. |
| Title: | Effects of job performance perceptions on job behaviors: implications for sales performance |
| Journal: | Industrial Marketing Management
2002 : AUG, VOL. 31:5, p. 421-428 |
| Index terms: | EMPLOYEE ATTITUDES PERFORMANCE APPRAISAL SALESPEOPLE WORK INVOLVEMENT |
| Language: | eng |
| Abstract: | The authors investigate the relationship between salesperson job perception and job behaviors and their effects on sales performance. Hypotheses are tested using a sample of automobile salespeople. Generally, results show that job involvement is positively related to working hard, but no significant relationship existed in working smart. |
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