haku: @author Cadogan, J. W. / yhteensä: 3
viite: 3 / 3
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| Tekijä: | Simintiras, A. C. Cadogan, J. W. Lancaster, G. A. |
| Otsikko: | Salesforce behaviour: in search of motivational determinants (Arbeitsverhalten; Arbeitsmotivation) |
| Lehti: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 421-437 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG, ARBEITSZUFRIEDENHEIT |
| Kieli: | eng |
| Tiivistelmä: | This article is concerned with the determinants of salesperson behaviour. In this broadly defined field, an attempt has been made to develop a conceptual framework yielding the dynamics and impact of the fulfillment approaches: a proactive mechanism of uncovering and influencing the behavioural outcomes of salespeople. Specifically, this study suggests that salesperson's preference among different behaviours may be associated with the perceived anticipated fulfillment or non-fulfillment of the 'job related expectations'. |
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