search query: @indexterm SALESPEOPLE / total: 142
reference: 20 / 142
| Author: | Le Bon, J. Merunka, D. |
| Title: | The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities |
| Journal: | International Journal of Research in Marketing
2006 : DEC, VOL. 23:4, p. 395-408 |
| Index terms: | motivation salespeople |
| Freeterms: | marketing intelligence sales force management |
| Language: | eng |
| Abstract: | This study discusses salespeople's contribution to creating marketing intelligence. They represent a unique channel of information, but a few on them contribute efficiently. Therefore, this study aims to understand how salespeoples motivation and effort to gather marketing information may be influenced by individual and managerial factors. The only individual determinant seems to be desire for upward mobility. All managerial factors, other than participation in decision making, play influential roles in structuring both motivation and behavioral effort toward marketing intelligence by salespeople. |
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