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| Tekijä: | Rapp, A. (et al.) |
| Otsikko: | The impact of knowledge and empowerment on working smart and working hard: the moderating role of experience |
| Lehti: | International Journal of Research in Marketing
2006 : VOL. 23:3, p. 279-293 |
| Asiasana: | empowerment experience salespeople |
| Vapaa asiasana: | working smart working hard |
| Kieli: | eng |
| Tiivistelmä: | This research focuses on the impact that salesperson knowledge and empowering leader behaviors have on salesperson working smarter and working harder behaviors. It examines the impact of working harder and smarter on customer service, customer satisfaction, and ultimately, on sales performance. Furthermore, an interactive relationship is proposed whereby the influences of leader empowering behaviors and salespersons' knowledge will be moderated by salespersons' experience. Results indicate that contrary to popular belief, employees with low levels of product/industry experience benefit the most from leader empowering behaviors. In addition, it was found that employees with lower levels of experience and higher levels of knowledge are more inclined to work harder. |
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