search query: @author Kohli, A. K. / total: 12
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| Author: | Venkatesh, R. Challagalla, G. Kohli, A. K. |
| Title: | Heterogeneity in Sales Districts: Beyond Individual- Level Predictors of Satisfaction and Performance |
| Journal: | Journal of the Academy of Marketing Science
2001 : SUMMER, VOL. 29:3, p. 238-254 |
| Index terms: | CUSTOMERS CONSUMER SATISFACTION MARKETING |
| Language: | eng |
| Abstract: | This article examines the influence of heterogeneity within a sales unit on the unit's satisfaction and performance. Sales unit refers to a set of salespersons working out of the same office and for the same supervisor, and heterogeneity refers to salespersons' dispersion or variance on key dimensions. Specifically, drawing on theories in social psychology, the authors study the influence of sales unit heterogeneity in terms of (l) demographic characteristics, (2) skills and rewards, and (3) goal orientations on a sales unit's performance and job satisfaction levels. The hypotheses developed are tested using data from a study involving 476 salespeople belonging to 105 sales units in a large organization. |
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