search query: @indexterm JOB SATISFACTION / total: 882
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| Author: | Lancaster, G. Simintiras, A. |
| Title: | Job-related expectations of salespeople: a review of behavioural determinants - part 1. |
| Journal: | Management Decision
1991 : VOL. 29:2, p. 48-57 |
| Index terms: | JOB SATISFACTION EMPLOYEE MOTIVATION INDIVIDUAL BEHAVIOUR SALESMEN |
| Language: | eng |
| Abstract: | Field salespeople have an unusual position in that they must be highly self-motivated and self-reliant. They are largely unsupervised, but are often the major conduit for income into a firm. Some theories of motivation in terms of sales staff, some sales and non-sales activities of salespeople, learning, job satisfaction and performance are explored. The role of personal selling is analyzed. Arguments are presented that salespeople and their managers must be socially interactive. Unique characteristics of the sales task are examined. It is shown that the determinants of individual behaviour require a multidimensional analysis. Job satisfaction as a relatively atheoretical concept is characterized. |
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