| Author: | |
| Title: | The Impact of Values on Salespeople's Job Responses: A Cross-National Investigation |
| Journal: | Journal of Business Research
1997 : JUL, Vol. 39:3, p. 195-208 |
| Index terms: | JOB EVALUATION SALESMEN SOCIAL PSYCHOLOGY |
| Language: | eng |
| Abstract: | Although prior research has considered the impact of individuals' values on employee job responses, few investigations have been directed toward assessing how values influence salespeople and none of the investigations has been cross-national. This article presents a values typology derived from social psychology and uses it to examine the impact of values on three critical job responses of sales personnel: job performance, organizational commitment, and motivation. |
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