haku: @author Debnath, S. / yhteensä: 1
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| Tekijä: | Bushardt, S. C. Fowler, A. R. Debnath, S. |
| Otsikko: | Sales force motivation: A theoretical analysis. (!Reinforcement theory) |
| Lehti: | Human Relations
1988 : DEC, VOL. 41:12, p. 901-913 |
| Asiasana: | MOTIVATION SALESMEN |
| Kieli: | eng |
| Tiivistelmä: | Current incentive programs are examined in the lights of reinforcement theory. This examination suggests that these incentives fail to sustain the high levels of desired performance. More effective means of motivating sales personnel is suggested. A computerized video is discussed as one means of integrating theory and practice, which should yield high levels of sustained performance from the sales force. |
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