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| Author: | Dubinsky, A. J. Skinner, S. J. |
| Title: | Going the extra mile: Antecedents of salespeople's discretionary effort |
| Journal: | Industrial Marketing Management
2002 : OCT, VOL 31:7, p. 589-598 |
| Index terms: | Industrial marketing Sales management Employee motivation Motivation |
| Language: | eng |
| Abstract: | Many sales organizations are scrambling for success in todays's intensely competitive environment. An increasing number of firms are finding that tried and true traditional selling strategies are less effective, or not effective at all. This paper develops propositions regarding antecedents of salesperson discretionary effort, which provide managerial direction should the proportions be confirmed. |
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