search query: @author Kohli, A. K. / total: 12
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| Author: | Kohli, A. K. Jaworski, B. J. |
| Title: | The influence of co-worker feedback on salespeople (Vertriebsabteilung, Feedback, menschliche Leistungsfähigkeit , Mitarbeiterinformation, Sales Management) |
| Journal: | Journal of Marketing
1994 : OCT, VOL. 58:4, p. 82-94 |
| Index terms: | |
| Freeterms: | ARBEITSZUFRIEDENHEIT, LEISTUNGSBEURTEILUNG |
| Language: | eng |
| Abstract: | The authors investigate the effects of 4 types of co-worker feedback (positive output, negative output, positive behavioural, negative behavioural) on salespeople's role clarity, satisfaction , and performance. These effects are further hypothesized to be contingent on salespeople's characteristics. The results suggest that behavioural feedback provided by co-workers is more functional than output feedback and that positive co-worker feedback is more functional than negative feedback. The authors conclude by suggesting several directions for research. |
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